Lead Qualification and Sales Handoff System Planner
A printable workbook for defining ICP evidence, lead scoring, MQL and SQL handoffs, routing fallbacks, tests, measures and owners.
Use this printable workbook with the free course Build a Lead Qualification and Sales Handoff System. It helps a founder, sales leader, or revenue operations team turn informal judgments into an inspectable operating agreement.
What the workbook contains
- An ICP evidence model for one offer
- Separate fit, engagement, timing and negative-signal rules
- MQL, sales acceptance and SQL definitions
- AI-support and human-decision boundaries
- Routing precedence, availability and failure fallbacks
- Positive, negative, incomplete, duplicate, stale, ambiguous and failure tests
- Baselines, measures, owners and a 14-point capstone rubric
How to use it
Complete one section after each course lesson. Use recent sanitized lead examples. Write the expected result before testing a system. Keep unknown information marked unknown, and have the people who own marketing, revenue operations and sales review the final planner together.
The workbook is a business and operating specification. Technical discovery must still confirm platform behavior, integrations, permissions, security, privacy and implementation effort.