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 > Schema and select Lead
2. Add custom fields for your qualification criteria via the Fields tab → Add field:
   • “Budget Confirmed” (Yes / No)
   • “Decision Maker Identified” (Yes / No)
   • “Need Identified” (Yes / No)
   • “Timeline” (Single choice: Immediate, This Quarter, This Year, No Timeline)
3. Save

Creating a Lead Score

You can create a numeric “Lead Score” field and use workflows to keep it up to date.

1. Add a Lead Score field (Integer) to the Lead entity
2. Create a workflow:
   • Entity: Lead
   • Event: After Save
   • THEN: an Update record field action that sets lead_score based on the qualification fields
3. Save and activate

Today, lead-score calculation logic is expressed in the workflow’s update value (using the expression language). Built-in scoring rules with sliders are also available in Settings > Scoring.

Built-in Scoring Settings

For a code-free alternative, configure scoring rules directly:

1. Go to Settings > Scoring
2. Create rules per entity (e.g. “+25 if budget_confirmed is true”)
3. Save — HARi recomputes the score whenever a contributing field changes

Qualifying a Lead

Once scoring is set up, you can use scores to route leads:

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

Automating Lead Routing

Create a workflow to automatically route qualified leads:

1. Entity: Lead, Event: After Save
2. IF: lead_score is greater than or equal to 75
3. THEN: Update record field → Owner = your top sales rep, then Send notification to the same user
4. Add additional IF/ELSE branch actions for warm and cold tiers

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: lead_score is 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