Purpose
To provide a structured tracker for monitoring the quality of leads entering the CRM. Ensures that sales teams only pursue qualified, accurate, and ICP-aligned leads, while allowing Sales Ops and Managers to measure data hygiene.
Lead Quality Tracker Table
| Field | Description / Metric | Example Entry |
| Lead Name | Contact full name | John Smith |
| Company | Organization name | Acme Software Solutions |
| Source | Lead origin (Inbound, Apollo, LinkedIn, Referral) | Outbound – LinkedIn |
| ICP Score | Score from ICP Scorecard (0–100) | 82 (High) |
| Mandatory Fields Completed | Yes/No check for CRM compliance | Yes |
| Email Validation | Valid/Invalid/Catch-all | Valid |
| Phone Validation | Verified / Not Available | Verified |
| Technographic Fit | Relevant stack aligned with ICP | Salesforce + AWS |
| Intent Signals | Engagement or buying triggers | Attended webinar, website visits |
| Enrichment Completed | Yes/No (Apollo/LinkedIn/Clearbit updates done) | Yes |
| Data Accuracy Rating | % accuracy confirmed during audit (Ops check) | 95% |
| Owner (Assigned Rep) | SDR/AE assigned | Jane Doe (SDR) |
| Manager Review Status | Reviewed / Needs Correction | Reviewed |
| Lead Quality Status | High / Medium / Low | High |
| Last Audit Date | Date of last quality check | 25 Aug 2025 |
Usage Guidelines
- SDRs must update the tracker (or equivalent CRM dashboard) when entering new leads.
- Sales Operations must run monthly quality checks and update Data Accuracy Rating and Last Audit Date.
- Sales Managers must review flagged “Low Quality” leads and ensure corrective action (enrichment, disqualification, or recycle).
- Reports generated from this tracker feed into quarterly ICP evaluation to refine targeting strategy.