Sales Process Checklist
Use this checklist to document how leads become qualified opportunities and customers.
Working record
| Check | What to do | Evidence to retain |
|---|---|---|
| Lead capture | Submit a test enquiry and follow it to the destination record. Verify required fields and source details. | The lead capture record, its source and the person responsible for resolving missing evidence. |
| Qualification | Apply the agreed fit rules to sample enquiries. Record missing evidence instead of guessing a qualification status. | The qualification record, its source and the person responsible for resolving missing evidence. |
| Pipeline stages | Check that each opportunity meets its stage criteria and has a responsible owner and next action. | The pipeline stages record, its source and the person responsible for resolving missing evidence. |
| Follow-up | Define when follow-up should occur, who sends it and when the enquiry should be escalated or closed. | The follow-up record, its source and the person responsible for resolving missing evidence. |
| Handoff | Specify the information, owner and acceptance condition needed when work moves to the next person or system. | The handoff record, its source and the person responsible for resolving missing evidence. |
Review the decision
Use this checklist to document how leads become qualified opportunities and customers. Keep lead capture, qualification, pipeline stages attached to the conclusion so the next owner can challenge the assumptions. Resolve missing evidence before treating this record as approval.
Continue the decision
How to Build a Simple Marketing Measurement System · How to Build a Lead Qualification Process.
Calculation and source notes
Keep the displayed formula, input units and model scope with the result. Corrections or questions can be sent through the request section on this page.
Content updated: October 11, 2026