Creating a Lead Qualification Rule

You are the Marketing Operations Manager at InFusion. As new leads are generated, the default lead status is UNQUALIFIED.  These leads should be qualified for a more efficient sales effort. 

Rule-based assignment of the qualification status helps to standardize the qualification process.

There are several types of rules to determine which leads could lead to a sale and to assign them to the appropriate salesperson.

This demo will show you how to create a simple Classification Rule.

Steps:

1. Rules are organized into Rule Sets. You start to build rules by creating or opening a Rule Set.

    

   The Rule Set determines the type of rules to be built. This Rule Set is a Classification rule type . The Work Object is Sales Lead and the Candidate Object is Sales Lead Qualification Status.

    

   You can link this rule set with other rule sets by using the Associated Rule Set Groups tab.

   Step 1

2. You need to create a rule that will have three conditions.

    

   First - select only the leads that are unqualified.

   Second - select leads where there is a customer associated.

   Third - select leads where there is at least one product purchased.

    

   Click the Add Row button.

   Step 2

3. Every rule requires a name.

    

   Enter the desired information into the Name field. Enter "QualifiedLeadRule".

    

   Do not use spaces in this name.

   Step 3

4. Enter the desired information into the Description field. Enter

    a valid value
    e.g.
    "Determines qualified leads"
   .
   Step 4

5. Now add the conditions on the Conditions Subpage.

    

   Click the Add Row button.

   Step 5

6. Click button to the right of the Object field.

   Step 6

7. Click the Sales Lead list item.

   Step 7

8. Click the button to the right of the Attribute field and then click the Status list item.

   Step 8

9. Click the button to the right of the Operator field and Click the Equals Ignoring Case list item.

   Step 9

10. Enter the desired information into the Value field. Enter "UNQUALIFIED".

    Step 10

11. Now add the second condition, the Lead must have an associated customer on it.

     

    Click the Add Row button.

    Step 11

12. Click on the button to the right of the Object field.

     

    Click the Sales Lead list item.

    Step 12

13. Click on the button to the right of the Attribute field.

     

    Click the CustomerId list item.

    Step 13

14. Click the button to the right of the Operator field.

     

    Click the Does Not Equal list item.

    Step 14

15. Enter the desired information into the Value field. Enter "null".

     

    This will select a lead that has a customer on it.

    Step 15

16. Now add the third condition, at least one product purchased by the lead.

     

    Click the Add Row button.

    Step 16

17. Click the button to the right of the Object field and then click the Sales Lead list item.

    Step 17

18. Click on the button to the right of the Attribute field and then click the PrimaryInvItemId list item.

    Step 18

19. Click the button to the right of the Operator field and then click the Does Not Equal list item.

    Step 19

20. Enter the desired information into the Value field. Enter

     a valid value
     e.g.
     "null"
    .
    Step 20

21. For all the leads that meet these conditions the Lead status should be set to qualified.

     

    Enter the desired information into the Return the candidate value as field. Enter "QUALIFIED".

    Step 21

22. Click the Save button.

    Step 22

23. Notice that the rules have been saved in the order entered.

     

    When you click on the Save and Close link the Rule Set pages close and you return to the Manage Sales Lead Assignment Rules page.

     

    Click the Save and Close button.

    Step 23

This concludes the demo to  show you how to create a simple Classification rule.

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