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Qualification rules say which leads the Sales employee treats as worth following up. You write them once, on the Sales employee’s page; every lead it handles after that is checked against them.
AI employees are in beta, off unless your deployment has switched it on. See AI employees.

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Write your rules

  1. Open AI employees and choose Sales.
  2. Under Qualification rules, choose Add a rule for each condition a lead must meet.
  3. For each rule pick a fact — industry, company size or country — a condition, the values, and what a lead that does not meet it is: Not qualified, or Needs review.
  4. Choose Save rules.
Only an owner or admin can see or change the rules. Every change is recorded in your audit log. You can write up to 20 rules. To express a range of sizes, write two rules: at least 50 and at most 5000.

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How a lead is checked

A lead is qualified when it meets every rule. Otherwise:
  • It is not qualified if it fails a rule whose outcome is Not qualified.
  • It needs review if your CRM record does not hold a fact a rule asks about — a missing industry, size or country is never a pass — or it fails a rule whose outcome is Needs review.
Only the CRM record’s own fields are checked. What the lead wrote, what their website says and the record’s notes never decide: they are quoted for whoever approves, and nothing in them can qualify a lead, change who the follow-up goes to, or skip approval. The Sales employee drafts a follow-up email only for a qualified lead. Every change to your CRM and every email still waits for a person.

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When you have written none

Until you save a rule, the Sales employee uses the rules your CRM holds, if it holds any; the page says Using your CRM’s rules. With no rules from either, every lead needs review. Removing all your rules and saving goes back to your CRM’s.

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Through the API

Get the rules and replace them with a signed-in session; an API key is refused.
Last modified on November 2, 2026