Separate fit from behaviour
Fit concerns whether the business can serve the prospect. Behaviour concerns observed interest. Keep these concepts visible rather than hiding them inside one unexplained number. Missing information should not automatically be interpreted as poor fit.
Lead ownership and deal pipeline
Give each enquiry an owner, a next action and a clearly defined stage.
Define the decision it supports
Specify whether the score changes routing, response priority or follow-up. Record the inputs and thresholds used. Avoid collecting sensitive attributes when ordinary business criteria can support the task.
Review against real outcomes
Compare prioritisation with qualification and customer results. Look for suitable leads the model overlooked and unsuitable leads it promoted. Adjust cautiously and retain a human review path instead of presenting the score as an objective verdict.
Put the guidance to work
Capture your starting point, assign an owner to the next action, and decide what evidence will confirm that it worked.
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