Pipeline leakage often starts at the handoff. A lead is routed, but the receiving owner lacks the source, reason for qualification, requested next step, or timing context. The record looks active while the work is not.
Handoff scorecard
| Field | Minimum standard |
|---|---|
| Owner | Named person or queue |
| Reason | Evidence for qualification |
| Source | Campaign or referrer |
| Next step | Action and due date |
| Context | Relevant notes and consent state |
Track completion rate, time to assignment, time to first action, recycle rate, and missing-field rate. Review exceptions by source and lifecycle stage. A CRM VA can repair records and route exceptions, but the revenue owner sets definitions and service levels.
Method and limits
Use a weekly sample of newly handed-off records. Do not equate a filled field with a good decision. Inspect whether the next action was appropriate and whether the record was accepted, recycled, or disqualified for a documented reason.
Frequently asked questions
Should marketing own the handoff?
Marketing owns qualification rules and record completeness. Sales owns acceptance and the next customer action. Shared definitions prevent silent ownership gaps.
What happens to incomplete records?
Send them to an exception queue with an owner and due date. Do not hide them by deleting or silently changing their stage.
Related Research
Sources
- Salesforce, State of Sales: https://www.salesforce.com/en-us/wp-content/uploads/sites/4/documents/reports/sales/salesforce-state-of-sales-report-2026.pdf