Lead-scoring readiness checklist

Document the essentials before testing a model or buying software.

Updated September 14, 2026 · Educational guide

Start with evidence, not a total score

This checklist helps you prepare for a lead-scoring pilot. Mark Yes only when you can point to evidence. A completed checklist is a planning milestone, not proof that a model will work. If an item is unresolved, document a next action rather than guessing.

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Ten prerequisites to document

0 of 10 prerequisites documented. Work through each item below.

1. DecisionDefine the decision and who will use the result.Example: rank trial accounts for a weekly sales review.

2. OutcomeChoose a measurable outcome and a time window.Example: paid conversion within 30 days of scoring.

3. HistoryHave completed outcome windows for evaluation.Exclude recent records that have not had time to convert.

4. TimingConfirm inputs existed at prediction time.Do not use sales status or fields updated after the outcome.

5. IdentityChoose one record type and resolve duplicates.Decide whether a row is a person, account, or opportunity.

6. BaselineDocument the current process and its capacity.Example: the current top 50 accounts reviewed per week.

7. EligibilityDocument permitted data uses and contact eligibility.Keep eligibility separate from the priority score.

8. HandoffAssign an owner and a fallback process.Specify who reviews scores and what happens if inputs fail.

9. EvaluationPlan a fair comparison on unseen outcomes.Use the same audience rules, capacity, and outcome window.

10. MonitoringDefine a review schedule and reasons to pause.Check stale data, missing fields, and changes in outcomes.

What to do with the gaps

Decision or outcome unclear: write the decision in one sentence and choose a measurable outcome window.
History, timing, or identity unresolved: inspect a small sample of records before choosing a model.
Baseline missing: document the current method and how many records the team can act on.
Eligibility, handoff, or monitoring unresolved: assign an owner and agree on a fallback.
Evaluation not planned: reserve unseen outcomes and define a fair comparison.

When the evidence is documented, plan a limited pilot. Compare results with the baseline before expanding the intervention.