# Lead-qualification worksheet | 121 CRM > Apply agreed factual checks without automating judgement. Use this practical, editable-on-page structure with instructions, a fictional example and clear review limits. 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. ## Lead-qualification worksheet at a glance Fictional completed example for Willow Property Care, a property-maintenance company. ## Capabilities explained ### 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 a business would use it:** Gives a team one place to understand who a customer is and what has happened. **Limitations:** The platform does not make imported, duplicated or incomplete data accurate without review. **Human responsibility:** A data owner must define the record model and resolve quality, ownership and access exceptions. ### 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 a business would use it:** Shows which customer conversations are active commercial work rather than general contacts. **Limitations:** Pipeline position is only reliable when users and workflows update it consistently. **Human responsibility:** A responsible owner must qualify the deal, choose next actions and resolve stale or disputed status. ### 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 a business would use it:** Turns an enquiry into usable data instead of an unstructured email. **Limitations:** Generated or templated content is not automatically accurate, accessible, compliant or ready to publish. **Human responsibility:** A person must review content, test the journey and explicitly publish or change live assets. ### 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 a business would use it:** Turns the next step into owned work instead of leaving it inside notes or inboxes. **Limitations:** Pipeline position is only reliable when users and workflows update it consistently. **Human responsibility:** A responsible owner must qualify the deal, choose next actions and resolve stale or disputed status. ## 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. ### 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. ## 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. ## 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. ## 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. ## Frequently asked questions ### 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. ### 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. ### 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. ### 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. ## Related CRM pages - [/crm/guides](https://121.direct/crm/guides) - [/crm/guides/crm-implementation-checklist](https://121.direct/crm/guides/crm-implementation-checklist) - [/crm/templates/contact-import](https://121.direct/crm/templates/contact-import) This Markdown alternative contains public product information only. It provides no access to CRM accounts, records, credentials or payment execution.