Documenting Lead Stages: Subscriber, Lead, MQL, SAL, SQL, MRL, Opp, Customer, Expansion, etc
- Company Cowrywise
- Date 2021
- Role Campaign Manager
Doefinitions and documentations havepproven to be a backbone of automation in RevOps, as it helps the entire team align and also can be an easy reference point for teams, when in doubt.
While there were systems in place when I joined the team, the definitions and documentations of lead stages were not up to date. They were mostly head knowledge, which made it difficult to pass around from team to team, or to new joiners as well.
I took up this project and carefully defined, set up new stages and documented it for public view.
Here are the core things I had to set:
✔️ Accurate stage naming
✔️ Detailed definition of each stage criteria
✔️ Clear entry and exit conditions for each stage
✔️ Identifying the responsible teams for each stage and the required action
Automating Lead Flow
Beyond setting the criteria and documenting it, I had to set up the workflows that triggered the movement of each lead from one stage to the next, and if necessary, to the previous (this is tricky on Hubspot).
I also put checks in place to ensure I can always come back to review accuracy.
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Read through the works I've done, results I've achieved and also platforms I've been on. Got questions? We surely can get on a call.
