121 CRM working template · Lead-qualification worksheet

Lead-qualification worksheet: structure the work before configuring it.

Apply agreed factual checks without automating judgement. This template provides a compact working structure, prompts for the information that matters and shows how Willow Property Care might complete it. It is guidance, not proof of legal, commercial or operational sufficiency.

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Customer Thread

Lead-qualification worksheet at a glance

Illustrative example

Minimum information
State the fact or decision in plain English.
Fit question
Add enough evidence for another person to understand the record.
Disqualifying fact
Add enough evidence for another person to understand the record.
Human decision and reason
Name who checks it and what happens next.
Human decision

Fictional completed example for Willow Property Care, a property-maintenance company.

Fictional completed extract

See the lead-qualification worksheet in use

The interface illustrates a working decision record, with ownership and review visible.

121 CRM · Control responsibilities

Control questionOwnerNext check

Who can export customer data?CustomerConfirm

Who changes workflow permissions?Agreed scopeRecord

What happens at account closure?SharedDefine

Which suppliers process data?SharedCheck

Illustrative exampleIllustrative governance pattern. It does not assert that a specific technical control or certification is in place.

Inside the working system

See what each part contributes.

The CRM is easier to plan when contacts, conversations, work, access and automation are treated as separate capabilities with clear responsibilities.

Capability 01

Contacts

Stores a person or lead with contact details, activity, ownership and related records.

How it works: Stores or organises supported business data under configured fields, permissions and record rules.
Why use it: Gives a team one place to understand who a customer is and what has happened.
Plan for: The platform does not make imported, duplicated or incomplete data accurate without review.
Your team owns: A data owner must define the record model and resolve quality, ownership and access exceptions.

Capability 02

Opportunities

Represents a potential sale or deal linked to a contact, value, owner and pipeline position.

How it works: Tracks a potential deal, stage, owner or task using configured pipeline and record rules.
Why use it: Shows which customer conversations are active commercial work rather than general contacts.
Plan for: Pipeline position is only reliable when users and workflows update it consistently.
Your team owns: A responsible owner must qualify the deal, choose next actions and resolve stale or disputed status.

Capability 03

Forms

Collects structured visitor details and maps supported responses into CRM records and workflows.

How it works: Publishes or collects information through a configured visitor-facing page, form or content experience.
Why use it: Turns an enquiry into usable data instead of an unstructured email.
Plan for: Generated or templated content is not automatically accurate, accessible, compliant or ready to publish.
Your team owns: A person must review content, test the journey and explicitly publish or change live assets.

Capability 04

Tasks

Creates assigned, dated and optionally recurring actions against contacts or opportunities.

How it works: Tracks a potential deal, stage, owner or task using configured pipeline and record rules.
Why use it: Turns the next step into owned work instead of leaving it inside notes or inboxes.
Plan for: Pipeline position is only reliable when users and workflows update it consistently.
Your team owns: A responsible owner must qualify the deal, choose next actions and resolve stale or disputed status.

How to use it

Complete the lead-qualification worksheet in a short working session

Bring the people who understand the source work and the people who will own the result. Complete the first version with evidence to hand, then test it rather than polishing it in isolation.

Set a narrow scope

Name the process, team, data population and decision covered by this lead-qualification worksheet. Create another record when the owner, purpose or risk is materially different.

Use observable wording

Write facts, rules and expected results that another person can inspect. Replace words such as “quick”, “complete” or “automatic” with a time, population, event or named responsibility.

Human review point

Record uncertainty

Mark missing evidence and unresolved decisions openly. Do not turn an unknown entitlement, data condition or approval into a positive answer simply to complete the sheet.

Fields to complete

The four parts of this lead-qualification worksheet

The prompts are deliberately small. Add a field only when it changes configuration, testing, ownership or a later decision.

1. Minimum information

Describe minimum information for the exact scope being reviewed. Include the source of the information, the person responsible for keeping it current and the evidence that would show the entry is wrong or incomplete.

2. Fit question

Describe fit question for the exact scope being reviewed. Include the source of the information, the person responsible for keeping it current and the evidence that would show the entry is wrong or incomplete.

3. Disqualifying fact

Describe disqualifying fact for the exact scope being reviewed. Include the source of the information, the person responsible for keeping it current and the evidence that would show the entry is wrong or incomplete.

4. Human decision and reason

Describe human decision and reason for the exact scope being reviewed. Include the source of the information, the person responsible for keeping it current and the evidence that would show the entry is wrong or incomplete.

From record to action

Check the handover before approval

A second view shows how the recorded decision should connect to testing, exceptions and accountable human review.

121 CRM · Connected operations

Book discovery

October · illustrative availability

MTWTFSS1234567891011121314

11:3014:00

Appointment sequence

Booked

Calendar entry created

1 day before

Reminder scheduled

Exception

Owner reviews a reply

Journey summary

New

Illustrative

Owned

Illustrative

Due

Illustrative

Website

Referral

Direct

Illustrative exampleAll dates, counts and workflow states are fictional. Availability and behaviour depend on the agreed setup.

Fictional example

A completed extract for Willow Property Care

Willow Property Care uses the template for one bounded CRM change. The example is intentionally modest: it shows the quality of a useful entry without suggesting a universal answer.

Minimum information

The team wants one agreed record and owner for website enquiries received during working hours. Success means each valid enquiry has a source, owner and dated next action.

Fit question

Amina owns the working definition; Sam covers absence. The office team can edit the record, while managers can review exceptions and results.

Disqualifying fact

The team tests five ordinary examples plus a duplicate, an opt-out, missing information and an unassigned record. Every mismatch is logged for correction.

Human decision and reason

A person reviews the result after two weeks. Activation or wider use proceeds only if the sample reconciles and staff can handle exceptions without a private workaround.

Review before use

Treat the template as a decision record, not a certificate

A completed worksheet helps people inspect their reasoning. It does not itself establish compliance, product availability or a successful implementation.

Check the evidence

Ask whether every important statement has an identifiable source and whether that source covers the current scope. Recheck vendor capability and account configuration separately.

Test the handover

Give the record to someone who did not write it. If they cannot explain the owner, rule, exception and next action, revise the wording before relying on it.

Set a review trigger

Review after a failed test, material process change, supplier change, new channel, altered responsibility or evidence that staff are bypassing the agreed method.

Questions about this page

Useful answers, without the sales fog.

1. Can we use this lead-qualification worksheet without changing it?

Use the structure as a starting point, but adapt the scope, fields, evidence and approvals to the real process. Delete prompts that do not affect a decision and add only those you can maintain.

2. Is the lead-qualification worksheet a legal or compliance template?

No. It is an operational planning aid. Obtain appropriate professional advice where the work involves legal, regulatory, contractual, clinical or other specialist obligations.

3. Does completing the lead-qualification worksheet confirm a 121 CRM entitlement?

No. Product features and account availability must be checked against the live configuration and agreed commercial scope before implementation.

4. Who should approve the completed lead-qualification worksheet?

The person accountable for the affected process should review it with the people responsible for data, configuration, customer communication and exception handling.

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