Strict by design. An A takes confident yeses across the board. One loose joint makes the whole quality system decorative.
There is no lead-quality system — there's a hand-off and a hope. Fixable, and worth fixing before anything else: pointed at unscored leads, every dollar of sales capacity underperforms.
You score accounts, not form-fills. A download alone never reaches sales.
Move the unit of measure from person to account. Intent + fit + stage decide who sales calls this week, not who filled the form.
A propensity or fit model ranks accounts, not just activity points.
Activity scoring rewards the busiest browser, not the likeliest buyer. Build a fit + propensity rank, even a simple one, and sort the queue by it.
The board hears quality metrics (MQA→SQO, win rate), not MQL volume.
Swap the volume slide for a quality slide: cost per MQA, MQA→SQO, win rate. Volume worship upstream buys noise downstream.
Plain text — paste it in Slack or a doc.