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
Define three clear score bands
Use clear red, yellow and green outcomes, each supported by a reason. Avoid ambiguous scores that leave the rep to interpret policy alone.