Lead Qualification

Lead Qualification

Not every lead is worth pursuing. Lead qualification helps your team focus on prospects most likely to convert. In HARi CRM, you can set up qualification criteria and use workflows to score and route leads automatically.

Defining Qualification Criteria

Start by deciding what makes a lead “qualified” for your business. A common framework is BANT:

• Budget — Can the prospect afford your solution?
• Authority — Are you talking to the decision-maker?
• Need — Does the prospect have a real problem you solve?
• Timeline — Is there urgency or a defined timeline?

Setting Up Qualification Fields

1. Go to Settings > Entities and select Lead
2. Add custom fields for your qualification criteria:
   • “Budget Confirmed” (Yes/No)
   • “Decision Maker” (Yes/No)
   • “Need Identified” (Text or Yes/No)
   • “Timeline” (Option Set: Immediate, This Quarter, This Year, No Timeline)
3. Save the entity

Creating a Lead Score

You can create a numeric “Lead Score” field and use workflows to calculate it automatically.

1. Add a Lead Score field (Integer) to the Lead entity
2. Create a workflow that triggers when any qualification field changes
3. In the THEN section, use Update Field to set the Lead Score:
   • Budget Confirmed = +25 points
   • Decision Maker = +25 points
   • Need Identified = +25 points
   • Timeline is Immediate = +25 points, This Quarter = +15 points
4. Save and activate the workflow

Qualifying a Lead

When a sales rep updates the qualification fields on a lead record, the workflow automatically recalculates the score. You can then set up rules:

1. Score 75-100: Hot lead — assign to senior sales rep immediately
2. Score 50-74: Warm lead — schedule a discovery call
3. Score below 50: Cold lead — add to nurture sequence

Automating Lead Routing

Create a workflow to automatically route qualified leads:

1. Set the trigger to “Lead Score field changes”
2. Add an IF condition: “Lead Score is greater than or equal to 75”
3. In THEN: Update “Assigned To” to your top sales rep, and send a notification
4. Add an ELSE branch for lower scores with different routing

Using Saved Views for Lead Segments

Create saved views to track leads by qualification status:

• Hot Leads — Filter: Lead Score >= 75
• Needs Nurturing — Filter: Lead Score < 50
• Unqualified — Filter: All qualification fields are empty

Next Steps

• Auto-Assign Leads for automated lead routing by region or round-robin
• Build a Sales Pipeline to set up the pipeline that qualified leads enter
• Create Follow-Up Sequences for nurturing cold leads