Lead Qualification Guideline
Department
Summary
Sales receives an Asana task with a lead URL from Marketing. Open the lead in the CRM, qualify it, and update the qualification status. If qualified, continue to Scope Definition; if not, close or nurture as agreed.
Table of Contents
| Section | |
|---|---|
| 1 | Summary |
| 2 | Purpose |
| 3 | Prerequisites |
| 4 | Scope |
| 5 | Roles & Responsibilities |
| 6 | Definitions |
| 7 | Operating Model |
| 8 | Entry |
| 9 | Qualify lead (Sales) |
| 10 | Checklist (Sales) |
| 11 | Related / Next |
Purpose
This guideline defines how Sales at Kiluth qualifies a lead that has been handed off from Marketing. You receive an Asana task with the lead URL; all contact and lead details are in the CRM. Qualify the lead, update qualification status in the CRM, and if qualified continue to Scope Definition.
| Outcome |
|---|
| Qualification decision is made and CRM status is updated. If qualified, the next step is Scope Definition & Price Assessment. If not qualified, the workflow ends (close or nurture as agreed). |
Prerequisites
Before using this guideline, review:
| # | Document | Purpose |
|---|---|---|
| 1 | Lead Intake & Handling Guideline | How the lead was received, added to the CRM, and handed off (Asana task with lead URL only) |
| 2 | Onboarding Guideline | How Kiluth uses Asana, Google Workspace, and other core tools |
| 3 | Privacy & Data Handling Guideline | No PII in Asana task cards; lead and contact details are in the CRM; you open the lead via the link |
Scope
This document covers:
| This document covers | |
|---|---|
| 1 | Qualifying the lead: Open the lead in the CRM via the link in the Asana task; use contact details and lead data in the CRM (not in the task) |
| 2 | Updating qualification status in the CRM (e.g. Qualified / Not qualified) |
| 3 | Next step if qualified: Continue to Scope Definition & Price Assessment |
| 4 | If not qualified: End this workflow (close or nurture as agreed) |
This document does not cover:
| This document does not cover | |
|---|---|
| 1 | Lead intake (adding leads to the CRM, creating the Asana task; see Lead Intake & Handling Guideline) |
| 2 | Scope definition, proposal, contract, or delivery (see Scope Definition & Price Assessment and delivery guidelines) |
Roles & Responsibilities
| Role | Responsibility |
|---|---|
| Sales | Open the lead in the CRM via the link in the Asana task; qualify the lead; update qualification status in the CRM; if qualified, continue with Scope Definition; if not, end (close/nurture as appropriate) |
| Business Executive | Escalation when needed (case-by-case) |
Definitions
| Term | Definition |
|---|---|
| Lead | A potential client inquiry that has been added to the CRM and handed off to Sales for qualification |
| Opportunity | A qualified lead being pursued; next step is scope definition. Create at portal.kiluth.com/app/opportunity/new, view at portal.kiluth.com/app/opportunity. |
| CRM | The system where lead data and contact details are stored (e.g. ERPNext; portal.kiluth.com/app/lead) |
| Qualified lead | A lead that meets minimum qualification criteria and has a clear next step: continue to Scope Definition |
| Checkpoint | A required completion point before proceeding to the next step |
| Decision point | A branching choice (qualified vs. not qualified) with an explicit recorded outcome |
Operating Model
| Operating model | |
|---|---|
| 1 | CRM holds lead and contact details; you open the lead via the link in the Asana task (no PII in the task card). |
| 2 | Asana is for work tracking; the task has the lead URL only. |
| 3 | Use checkpoints and decision points: do not proceed until qualification is done; record the decision and update CRM status. |
Entry
What you have: You receive an Asana task from Marketing with the lead URL (link to the lead in the CRM). The task does not contain names, email, or phone—only the link. Contact details and lead data are in the CRM.
What to do: Open the lead in the CRM using the URL in the task. Qualify the lead using your usual criteria. Update qualification status in the CRM. If not qualified, stop (close or nurture as agreed). If qualified, continue to Scope Definition & Price Assessment.
If you need context on how the lead was received and added to the CRM, see Lead Intake & Handling Guideline.
Qualify lead (Sales)
What you do: Open the lead in the CRM via the link in the Asana task. All contact and lead details are in the CRM, not in the task. Qualify the lead; update qualification status in the CRM. If not qualified, stop (close or nurture as agreed). If qualified, continue to Scope Definition.
Process:
| Action | |
|---|---|
| 1 | Open the lead in the CRM using the URL in the Asana task (contact details are in the CRM) |
| 2 | Qualify the lead using your usual criteria (what they want, budget/timeline signals, decision-maker, constraints/risks, etc.) |
| 3 | Update qualification status in the CRM (e.g. Qualified / Not qualified) |
| 4 | If not qualified: close or nurture as agreed; no further steps in this workflow |
| 5 | If qualified: create an opportunity via New Opportunity (stored in ERPNext); proceed to Scope Definition & Price Assessment (initial meeting, sign-off, PM range, proposal, and so on) |
Checkpoint: Proceed only when the qualification decision is made and the CRM status is updated.
| Done when |
|---|
| Qualification decision made and CRM status updated. If qualified, continue to Scope Definition. |
Checklist (Sales)
Use this checklist to confirm the step is complete.
| Checklist | |
|---|---|
| 1 | ☐ Lead opened in CRM via link in Asana |
| 2 | ☐ Lead qualified using details in the CRM |
| 3 | ☐ Qualification status updated in the CRM |
| 4 | ☐ If qualified: continue to Scope Definition & Price Assessment |
Related / Next
| Document | Purpose |
|---|---|
| Lead Intake & Handling Guideline | How Marketing receives leads, adds them to the CRM, and creates the Asana task assigned to you. |
| Scope Definition & Price Assessment | After the lead is qualified: initial meeting, scope sign-off, PM range, proposal, approvals, contract, project code, handoff to AE. |