Reporting and lead quality · ASRR Tech
How do you measure qualified leads?
Record product fit and a concrete need using shared criteria. Keep qualification date separate from enquiry arrival.
A practical example
An enquiry is judged suitable only after a conversation.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Define criteria.
- Record the assessment.
- Review examples.
What does success look like?
Different employees qualify similar enquiries on the same basis.
Test this with a recognisable record and have a colleague review the outcome. Note missing information or decisions. Use that finding to improve a working agreement before applying the process more broadly.
Reporting and lead quality: the wider process
A report is useful when everyone shares the definition behind a number. Record which records count, which date applies and how duplicates or cancelled enquiries are handled. Validate a total by checking some underlying records. Compare periods with the same scope and show counts alongside percentages. Small samples can produce large percentage changes. Use the result to improve a working practice, then check whether behaviour and outcomes changed.