Lead Qualification & Routing
Sales time gets spent assessing poor-fit enquiries while valuable opportunities aren't consistently prioritised.
What it does
Collect qualification information, assess fit and intent, then route the lead to the right person or nurture pathway.
Signs you need it
- Your best salesperson spends half their day on leads that were never going to buy
- Good leads and time-wasters get treated exactly the same
- Enquiries get picked up by whoever happens to see them first
- Leads that aren't ready yet simply get forgotten
How it works
Four steps, start to finish.
Qualifying detail is gathered
A short set of questions establishes who they are, what they need and how ready they are.
Fit and intent are assessed
The lead is scored and categorised against what a good-fit customer looks like for you.
It's routed to the right place
High-intent, good-fit leads go straight to the right person; others enter a nurture path to stay warm.
A human takes the close calls
Anything ambiguous or high-value is flagged for a person to judge, not decided by a rule.
Human vs. automated
Where the line is drawn.
Automated
- Collecting qualification detail and categorising leads
- Routing to the right person or queue
- Entering not-yet-ready leads into nurture
Human
- Review of ambiguous or high-value enquiries
- Final judgement on prioritisation
How it's measured
Measured against what matters.
- Time required to qualify an enquiry
- Sales time spent on poor-fit leads
- Qualified-lead conversion
- Routing accuracy
- Share of leads receiving the appropriate next action
Targets are agreed against your current baseline before anything is built, these are the categories we track, not a promise of a specific number.
Qualification isn't about turning people away. It's about making sure the right opportunity reaches the right person while it's still warm.