Qualification and handoff

Work with the right context

Submit the prospect’s needs, fit and recent interactions to the assigned account executive. That person can accept the handoff or return it for more work with a clear reason. Keep the decision separate from the numeric score so the next team understands what was actually reviewed.

Keep the next action clear

When the lead is accepted, carry a durable request into the connected CRM. Retain the target account, contact and opportunity references only after the target confirms them. An uncertain connection result remains a visible handoff issue until reconciled.

Coordinate the workflow

Review qualification. The SDR submits qualification evidence and an eligible AssignedAE using Status: MQL → Submitted. That AE independently accepts the handoff into SQL or returns it to Working with a reason. The decision checks the same revision, current contact policy and territory assignment; a score alone cannot mark a lead SQL. Record QualificationSubmittedBy at submission and require it to differ from QualifiedBy, even after reassignment.

Create CRM handoff. Create one durable conversion intent for the approved SQL, with target workspace, connector and requested CRM identity. Submit the command once and correlate the returned account, contact and opportunity references. Pending or Unknown transport state leaves the lead unconverted. Mark Succeeded and Converted only after verified target acknowledgement. Record RequestedAt when creating the intent. ConvertedAt and AccountAction remain unset in Draft, Pending, Failed or Unknown. Succeeded requires correlated target AccountRef, ContactRef and OpportunityRef plus the acknowledged account action and verified success time.

Reconcile conversion. Investigate failed or unknown requests through their original command key and provider reference. A retry reuses that intent. If the target object already exists, reconcile its identity instead of creating another. An unresolved mismatch remains visible to the AE and Sales Manager.

Qualification approvals. The assigned AE accepts a reviewed MQL as SQL with recorded evidence. Reject self-review, stale revision and conversion based on score alone.

CRM handoff. Pending intent retains RequestedAt without invented success facts; verified target acknowledgement supplies all target IDs and permits Succeeded. Unknown cannot invent ConvertedAt or AccountAction; reject a success callback missing target IDs and a retry creating another opportunity.

Review a qualified prospect

The development rep assembles the prospect’s interest, recent conversation and qualification reason for the assigned account executive. The reviewer checks that current submission and records an independent decision. A high score can explain why the lead received attention, but it cannot stand in for the evidence needed to accept the handoff.

If the account executive needs another conversation, keep that outcome visible and return the open question to the working owner. Reassigning the lead must not allow its material preparer to become the independent reviewer of the same submission. The distinction protects the meaning of an accepted qualification even when the team changes responsibilities.