# Lead qualification SOP template ## How to use this template - Fields written as `[fill in: ...]` are blanks — replace each one with the value for your process. - Lines starting with `>` are guidance, not part of the SOP — delete them once you've filled in the real content. - Recording this process in Ledgerium generates a filled-in version of this SOP automatically. ## Document control - Process owner: [fill in: process owner] - Version: [fill in: version] - Effective date: [fill in: effective date] - Last reviewed: [fill in: last reviewed date] - Approved by: [fill in: approver name or title] ## Applies to / Use when > Who uses it: Sales development reps who qualify leads, the account executive who receives the handoff, and the revops lead who owns the scoring model. Sales managers reference it when reviewing pipeline quality. > When to use it: Use it when onboarding new reps, standardizing how leads are scored across the team, or reducing variation in what counts as qualified. - Applies to: [fill in: who this applies to in your organization] - Use when: [fill in: when your team should follow this procedure] ## Purpose > Why the procedure exists and the pipeline quality it protects. [fill in: purpose details] ## Scope > Which lead sources and segments the procedure covers, and what is out of scope. [fill in: scope details] ## Roles > Who qualifies, who receives the handoff, and who owns the scoring model. [fill in: roles details] ## Procedure > The ordered steps from new lead to a scored, routed record. [fill in: procedure details] ## Exceptions > How to handle low-fit leads, duplicates, and leads that need nurturing. [fill in: exceptions details] ## Records > What is logged on the lead and where the qualification decision is recorded. [fill in: records details] ## Worked example — steps from a real recording > Example steps from a real recording — replace with your own. 1. **Receive the new lead** — Open the lead in the CRM and confirm the source and contact details. 2. **Research the account** — Check fit against the target profile and gather missing detail. 3. **Score against criteria** — Apply the scoring criteria to decide qualified or not. 4. **Route or nurture** — Hand qualified leads to sales or route others to nurture. 5. **Log the decision** — Record the score, reason, and next step on the lead. 6. [fill in: step] 7. [fill in: step] ## Review checklist — common mistakes to avoid - [ ] Leaving the scoring criteria out, so each rep qualifies differently - [ ] Documenting the qualified path but not the nurture or disqualify path - [ ] Not naming who receives the handoff and when ## Limitations of this template A template is a starting structure. Your real scoring criteria and handoff rules are captured best by recording an actual qualification rather than filling in a blank outline. --- Template: https://ledgerium.ai/sop-templates/lead-qualification-sop-template · Generated automatically from a real recording, or fill in by hand. Template last updated: June 2026 From Ledgerium recordings: A generated qualification SOP captures the scoring criteria and the handoff to sales from a real recording, so it shows how a lead is actually judged and routed, not just that it was qualified. See the full recorded workflow: https://ledgerium.ai/workflow-library/salesforce-lead-qualification-workflow