Lead qualification scorecard

Purpose

Apply a company's qualification framework consistently across a lead list. Make the evidence behind each score visible, identify disqualifiers, and suggest the next sales treatment.

Scope

Firmographic fit, role fit, need or intent signals, timing, geography, source quality, exclusions, and routing recommendation.

Excluded: contacting leads, changing CRM stages, and treating inferred intent as confirmed need.

Data basis

• Lead and account records in scope.
• ICP, scoring rubric, and disqualification rules in scope.
• Public research only when enabled and permitted.

Result

A scored-leads sheet and a routing memo grouped by priority and reason.

Quality criteria

• Every score maps to rubric criteria and evidence.
• Disqualifiers override positive signals where the policy says they do.
• Unknown is not scored as a positive match.
• Scores and bands use the configured vocabulary exactly.
• Every recommendation is reversible and traceable.

Instructions

Apply rules in their stated order. Keep observed facts separate from modelled signals. Use the lowest-confidence evidence to qualify a criterion when sources conflict. Do not make a recommendation when mandatory data is absent unless the framework defines an unknown band. Include a concise reason for every score.

Adapt before use

Keep a clear audit trail throughout the run. Use the source wording and field values that support each material conclusion, and retain uncertainty when the evidence does not decide the issue. Separate a missing record from a negative result and a contradictory record from an exception. Prefer a short, prioritised result over unsupported completeness. Check that counts, identifiers, dates, and labels agree across the written result and the structured output. When a rule, source, or mapping is unavailable, name the limitation and explain how it affects interpretation. Do not silently infer ownership, approval, timing, or business intent.

• Add the ICP, score rubric, disqualification rules, and routing bands.
• Define required evidence for intent and timing.
• Map lead fields to the rubric.