What matters
The rate depends on how qualification is defined and recorded. Use consistent criteria and distinguish unknown information from a confirmed lack of fit, otherwise period comparisons can reflect labeling changes rather than demand quality.
Put it into practice
- Define qualification criteria
- Separate unknown and unqualified records
- Review comparable inquiry groups
An example in practice
One team labels incomplete requests unqualified while another leaves them pending. The business aligns the rule before comparing channel performance.
What to track
Qualified inquiries relative to the defined inquiry group.