Lead Qualification

Qualification is the process of evaluating whether a lead is a good fit for your business. Qualified leads are converted into a customer record and an opportunity; unqualified leads are closed with a reason.

Qualifying a Lead

When a lead meets your criteria, click Qualify on the lead detail page. This action:

1. Creates a Customer -- a new customer record is created with the lead's contact information, set to PROSPECT CRM status
2. Creates an Opportunity -- a new opportunity is created in NEW stage, linked to the newly created customer
3. Updates the Lead -- the lead status changes to QUALIFIED and becomes read-only

graph LR
    A[Lead CONTACTED] -->|Qualify| B[Customer Created]
    A -->|Qualify| C[Opportunity Created]
    B --> D[CRM Status: PROSPECT]
    C --> E[Opportunity Status: NEW]

The customer and opportunity are pre-filled with data from the lead:

After qualification, you continue working with the customer and opportunity records rather than the lead.

Rejecting a Lead

When a lead does not meet your criteria, click Reject on the lead detail page. You will be prompted to provide a rejection reason.

Common rejection reasons include:

• Not a genuine inquiry (spam or test submission)
• Outside service area or target market
• Budget does not align
• Duplicate of an existing lead or customer
• Unresponsive after multiple contact attempts

After rejection:

• The lead status changes to UNQUALIFIED
• The rejection reason is stored on the lead record
• The lead becomes read-only
• No customer or opportunity is created

Re-evaluating Leads

If circumstances change, an unqualified lead can be reopened by changing its status back to NEW or CONTACTED. This is useful when:

• A previously unresponsive lead reaches out again
• Budget or scope changes make the lead viable
• New information becomes available

Once reopened, the lead re-enters the normal qualification workflow.

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