This will depend on your internal policies around when a lead is a ‘qualified lead’ or not.

For some a qualified lead might be someone that has walked through the store door for others it may be someone who has engaged with a sales person on the shop floor. It is important to get the timing right particular to your situation.

It is important to define your ‘qualified lead’ as this is the number to be used in the Leads line of MarketNAV.  Using numbers from qualified leads provides a more valuable conversion rate related to sales volumes.

Industry examples to determine how a lead is qualified:

• Education
• Enginereering