Qualify inbound leads
Establish the prospect’s expressed workspace need, timing, authority, budget approach, and service constraints using fair criteria and an explainable human fit decision.
| Field | Value |
|---|---|
| Business area | sales-leasing |
| Primary role | sales-leasing-manager |
| Frequency | per-interaction |
| Privacy sensitivity | high |
| Security sensitivity | low |
| Compliance review | needed |
Trigger and handoff
Trigger: A prospective member submits an inquiry or is referred with permission.
Inputs
- Prospect-provided requirements
- Current products and constraints
- Approved qualification criteria
Outputs
- Qualified next step or explained outcome
- Consent-aware prospect record
- Unresolved fit questions
Current manual methods
- Free-form call notes
- Personal intuition
- Automatic lead score
Human judgment and approvals
-
Assess fit from expressed needs and evidence
-
Recognize when an alternative or accommodation should be discussed
-
Approval: Sales manager approves disqualification where criteria or evidence are ambiguous
Failure modes
- Proxy data produces unfair prioritization
- Staff infer requirements instead of asking
Success metrics
- Qualified leads meet documented evidence criteria
- Prospects receive a timely and clear next step