Start with disqualifying facts
Identify facts that make the opportunity structurally incompatible with policy, licensing, banking partners or product scope.
Separate risk from reward
A high-risk, strategically important prospect may justify early specialist review. A low-value opportunity with the same expected review effort may not.
- Expected revenue and strategic value
- Probability of policy exception
- Estimated compliance and implementation effort
Create three next steps
Use clear routes: continue, involve compliance, or stop. Avoid ambiguous scores that leave the rep to interpret policy alone.