> For the complete documentation index, see [llms.txt](https://help.getmobly.com/llms.txt). Markdown versions of documentation pages are available by appending `.md` to page URLs; this page is available as [Markdown](https://help.getmobly.com/help-center/the-hub/working-with-leads/configuring-qualifiers.md).

# Configuring qualifiers

Qualifiers are how reps capture structured data about leads at events — lead type, follow-up intent, budget, raffle entries, products of interest, quick notes, anything you want a rep to record in a single tap. You define **what qualifiers exist**, what type they are, and how they behave in **Lead Settings**.

This article covers configuring qualifiers. For applying qualifier values to leads during capture, see [How to use qualifiers to manage leads](/help-center/the-hub/working-with-leads/how-to-use-qualifiers-to-manage-leads.md). For mapping qualifier values to your CRM or Marketing Automation tool, see the per-integration Qualifiers tab.

## Where qualifiers live

In the Hub, **Lead Settings → General → Qualifiers**.

The Qualifiers section shows every qualifier in your organization with these properties at a glance: name, type, value count (for picklist-style qualifiers), scope, status, and an Actions menu. A **Mobile Preview** panel on the right shows what the current set of qualifiers looks like in the Mobly mobile app.

## The five qualifier types

Qualifiers come in five types. Pick the one that matches the shape of the data you need reps to capture.

* **Picklist** — a fixed set of options a rep picks from (e.g., Lead Type: Hot / Warm / Cold). Supports single- or multiple-select.
* **Open Text** — a free-text response (e.g., "What are they most interested in?"). Character limit is configurable.
* **Numeric** — a number, integer-only. Supports min/max bounds and a unit label like `$`, `%`, `mi`, or `seats`.
* **Boolean** — a yes/no answer. Renders as a two-choice picker (True/False by default, auto-adjusts to Yes/No if mapped to a CRM Yes/No field).
* **Note Activity** — a timestamped note attached to the lead's activity history for the current event or activation. Not stored as a field — it becomes an entry in the lead's activity feed.

{% hint style="warning" %}
**Type is set once and can't be changed.** Pick carefully at creation. If you need a different type later, create a new qualifier and archive the old one.
{% endhint %}

## Anatomy of a qualifier

Each qualifier has:

* **Name** — what the rep sees in the Mobly app (e.g., "Lead Type," "Budget," "Business Interest")
* **Type** — one of the five above
* **Values** (Picklist and Boolean only) — the discrete options
* **Character limit** (Open Text only) — how long a rep's response can be
* **Min / Max / Unit label** (Numeric only) — bounds and the label rendered next to the number
* **Required mode** — how strict the qualifier is (see below)
* **Scope** — **All Events** or **Specific Events**
* **Status** — **Active** or **Archived**

## Creating a qualifier

Two paths from **+ Add Qualifier**:

### Start from scratch

Pick a type, name it, configure values or bounds, set the required mode and scope, and save.

### Auto Create from CRM

If you have a supported CRM connected (Salesforce, HubSpot, Zoho, Marketo), pick **Auto Create** on the type-picker screen. You choose an object and a field in your CRM, and Mobly reads that field's type and pre-fills everything for you:

* Picklist fields → Picklist qualifier with the CRM's picklist options pre-loaded
* Number / currency / percent fields → Numeric qualifier
* Boolean fields → Boolean qualifier
* Text fields → Open Text qualifier (with the option to convert to Picklist or Boolean before saving)

This is a **one-time fast-path**, not a background sync. If the CRM field's options change later, you'll need to update the qualifier's values in Mobly manually. To match up with a different field later, use **Change field** from the modal footer.

Auto Create is per-qualifier — different qualifiers can be tied to different CRM fields (or none at all).

## The three tabs

When you create or edit a qualifier, the modal has three tabs:

* **Details** — name, values, character limit, numeric bounds, and the follow-up pills that let an answer reveal another qualifier. The "what does it capture" part.
* **Settings** — required mode, default value, event assignment, merge behavior, and Display Conditions. The "how does it behave" part.
* **Integration** — how the qualifier maps into your CRM. Send-as-activity toggle, multi-select separator, boolean label mapping. See [Qualifiers (CRM)](/help-center/integrations/crm/qualifiers.md) for the mapping details.

## Required mode — Off, Important, Require

A three-way control on the Settings tab:

* **Off** (default) — fully optional. No prompts. Reps fill in only when relevant.
* **Important** — a soft nudge. When a rep tries to save the lead without a value, they get a prompt asking if they want to add one. They can skip. The qualifier shows an orange **Important** badge in the mobile app.
* **Require** — hard requirement. Reps can't save the lead until they've picked a value. The qualifier shows a red **Required** badge.

Use **Require** sparingly — over-using it slows reps down and encourages arbitrary picks just to save the scan. **Important** is the middle ground for qualifiers you want reps to notice but not block on.

### Where Require actually stops a rep

On mobile, an unfilled Require qualifier blocks all three ways out of a lead:

* **Saving** the lead
* **Going back** — including the iOS swipe-back gesture, which is disabled while a required qualifier is empty
* **Starting another scan** from that lead

Two places it doesn't apply. A follow-up that's currently hidden by a [display condition](/help-center/the-hub/working-with-leads/conditional-qualifiers.md) isn't blocking, because it isn't being asked. And [Quick Capture](/help-center/the-mobly-app/capture-and-enrichment/scan-modes.md) never opens the lead at all, so nothing prompts — reps in that mode can save without answering.

## Default value

Each type (except Note Activity) has an optional **Default value** on the Settings tab:

* **Picklist / Boolean** — pick which option is the default
* **Open Text** — a pre-filled string
* **Numeric** — a starting number, clamped to your min/max

Default values apply **on ingest and when syncing to your CRM** — they fill in for leads whose reps didn't pick a value. They **do not** pre-select the value on the mobile app. Reps still see the qualifier as unset until they interact with it.

## Single-select vs multiple-select (Picklist only)

For Picklist qualifiers, you pick a selection mode:

* **Single** — one value per lead. Forces clean data, easy to report on.
* **Multiple** — reps can pick more than one. Sends to your CRM as a delimited list.

Default to **Single** unless you have a clear reason to allow multiple. Multi values usually make sense for genuinely list-shaped data — Interests (product A, B, C), Content Requested, Follow-up Channels.

### What happens if a single-select qualifier gets two answers

The same lead can get scanned twice — by different reps, or the same rep at different moments. When those records merge, a Single picklist has two answers and only room for one. The **When leads merge** control on the Settings tab decides which survives:

* **Last wins** (the default) — the newer lead's answer replaces the older one. Use for "current status" qualifiers where the freshest read matters most.
* **First wins** — the existing answer is kept and later ones are ignored. Use when the initial impression matters most.
* **Keep all** — both answers are kept and sent to your integration joined together, like a multi-select. Rare — mostly when you want to capture disagreement between reps.

This only appears for **Single** picklists; multi-select already keeps everything.

## Scope — All Events vs Specific Events

* **All Events** — the qualifier shows up at every event in your org. Use for org-wide qualifiers (Lead Type, Approval Status).
* **Specific Events** — the qualifier only shows up at events you assign it to. Use for event-specific qualifiers (Pickleball Raffle, ConfX Booth Demo). When the event is over, archive the qualifier without affecting others.

For per-event overrides at scale, see [How to configure qualifiers by event](/help-center/the-hub/managing-events/how-to-configure-qualifiers-by-event.md).

## Display Conditions — follow-up qualifiers

A qualifier can be set to appear only *after* another one gets a particular answer, so reps see a short list that grows based on the conversation instead of every question at once. A qualifier revealed this way is a **follow-up**.

You'll find the controls in two places: follow-up pills on the **Details** tab of the triggering qualifier, and **Display Conditions** on the **Settings** tab of the follow-up itself.

See [Conditional qualifiers (follow-ups)](/help-center/the-hub/working-with-leads/conditional-qualifiers.md) for setup, rules, and troubleshooting.

## Editing, duplicating, archiving, deleting

From the **Actions** menu on any qualifier row:

* **Edit** — opens the modal. Name, values, required mode, scope, integration mapping can all change. Type cannot.
* **Duplicate** — makes a copy named `<Name> (copy)`. Useful for spinning up event-specific variants of an org-wide qualifier.
* **Archive** — hides the qualifier from the Mobly app without deleting. Toggle the **Archived** filter at the top to see archived qualifiers; you can restore them.
* **Delete** — permanent. Archive is usually safer.

{% hint style="warning" %}
**Archiving clears a qualifier's display conditions, and restoring doesn't bring them back.** Archiving also drops its event assignments and integration mappings. If the qualifier was triggering follow-ups, those follow-ups become always shown — so after restoring one, re-check its event scope, its CRM mapping, and any follow-up links that depended on it.
{% endhint %}

**Publishing**: newly-added qualifiers start as **Draft** so you can preview and tweak them before reps see them. Click **Publish** when ready. Once published you can't change the qualifier's type.

{% hint style="info" %}
**Your plan may cap how many qualifiers you can publish.** The cap applies at publish, not at creation — drafts don't count against it, so you can keep building. If you hit it you'll see *"You've reached your qualifier limit of N"* with a note to contact your CSM. Archiving a published qualifier frees its slot.
{% endhint %}

Reordering: drag the handle on any qualifier row (or any value row inside a qualifier) to change display order. Reps see qualifiers in this order on the mobile app.

## Deleting a qualifier value

Deleting one **value** from a picklist is separate from deleting the whole qualifier, and it works differently depending on whether leads have already been given that value.

If nobody has it, the value just goes. If leads do have it, the delete button tells you how many — *"Delete this value (14 leads have it)"* — and clicking it asks what should happen to them:

* **Clear it from those leads** (the default) — they keep every other answer and just lose this one. Nothing is pushed to your CRM.
* **Move those leads to another value** — pick a replacement and their answers switch to it. If the qualifier is mapped to an integration, those leads are pushed with the new value.

Before you confirm, Mobly names anything else that depends on the value and tells you what happens to it:

| What depends on it                             | If you clear                                                            | If you move                                 |
| ---------------------------------------------- | ----------------------------------------------------------------------- | ------------------------------------------- |
| **Sequences** triggering on the value          | The value is dropped from their triggers and they're flagged for review | Their triggers point at the replacement     |
| **Labels** tied to the value                   | They're no longer tied to any qualifier value                           | They're tied to the replacement             |
| **Follow-up qualifiers** revealed by the value | If it was their only trigger, they'll always be shown                   | They're revealed by the replacement instead |

{% hint style="warning" %}
**Read the dependency warnings before confirming.** Clearing a value that a sequence triggers on or that reveals a follow-up changes behavior well beyond the qualifier you're editing — a follow-up that loses its only trigger value starts showing on every lead.
{% endhint %}

You can't delete a value that another pending deletion is set to move its leads into. Undo that one first.

## The Mobile Preview panel

The **Mobile Preview** on the right side of the Qualifiers table shows what your current qualifier set looks like inside the mobile app, rendered in a phone frame. It's live — as you add, edit, or reorder qualifiers, the preview updates.

Filter the preview to a specific event using the dropdown above the phone frame — useful for confirming that event-scoped qualifiers only show up where you intend them to.

The preview is **interactive**: you can tap picklist chips, use the numeric stepper, and open the Note Activity editor. Nothing you do in the preview persists — it's for visualizing the mobile UX only.

It also honors [display conditions](/help-center/the-hub/working-with-leads/conditional-qualifiers.md) — answer a qualifier in the preview and its follow-ups appear, grouped and labeled, exactly as a rep would see them. This is the fastest way to sanity-check a branch before publishing.

## Mapping qualifier values to your CRM or MA tool

After configuring a qualifier, the next step (if you sync to a CRM or MA tool) is mapping it. That's a per-integration step:

* For CRM mapping: [Qualifiers (CRM)](/help-center/integrations/crm/qualifiers.md) — also covers the Auto Create wizard, boolean label handling, and multi-select separators
* For MA mapping: [Qualifiers (Marketing Automation)](/help-center/integrations/marketing-automation/qualifiers.md)

Unmapped values trigger sync errors in the integration's Reconciliation tab — see [Reconciliation (CRM)](/help-center/integrations/crm/reconciliation.md) or [Reconciliation (MA)](/help-center/integrations/marketing-automation/reconciliation.md).

## Best practices

* **Pick the right type up front.** Type can't be changed. If you're not sure whether something should be Picklist or Open Text, ask what reporting you want downstream — Picklist wins for clean segmentation, Open Text wins for verbatim detail.
* **Keep picklists short.** 4–8 values. More than that and reps slow down.
* **Use Numeric for things you'll want to aggregate** — deal size, guest count, budget. Not for phone-like identifiers (use Open Text or map to a phone field instead).
* **Use Note Activity for context that changes** — objections raised, next steps, what the rep observed. Timestamped, event-scoped, lives in the activity feed.
* **Prefer Important over Require** for most nudges. Require is a real cost to rep speed; save it for the qualifiers your reporting truly can't tolerate empties on.
* **Use follow-ups instead of a long flat list.** If half your qualifiers only apply to some conversations, put them behind a [display condition](/help-center/the-hub/working-with-leads/conditional-qualifiers.md). Reps see a short list that grows only when it's relevant, and your data gets cleaner because nobody's guessing at questions that don't apply.
* **Match CRM picklists 1:1 where you can** — easier mapping, fewer surprises. Auto Create from CRM is the fastest way to guarantee alignment.
* **Archive obsolete qualifiers instead of deleting.** Lets you recover historical values if a customer asks "what did this lead get tagged with at SaaStr 2024?"
* **Review qualifiers quarterly.** Field marketing teams accumulate qualifiers quickly. A periodic clean-up keeps the rep experience tight.

## Related articles

* [Conditional qualifiers (follow-ups)](/help-center/the-hub/working-with-leads/conditional-qualifiers.md) — making a qualifier appear only after another one gets a specific answer
* [How to use qualifiers to manage leads](/help-center/the-hub/working-with-leads/how-to-use-qualifiers-to-manage-leads.md) — applying qualifier values during capture, downstream use cases
* [How to add a qualifier to a lead](/help-center/the-mobly-app/working-with-a-lead/how-to-add-a-qualifier-to-a-lead.md) — the mobile rep flow
* [How to configure qualifiers by event](/help-center/the-hub/managing-events/how-to-configure-qualifiers-by-event.md) — per-event qualifier setup
* Per-integration qualifier mapping: [CRM](/help-center/integrations/crm/qualifiers.md) · [Marketing Automation](/help-center/integrations/marketing-automation/qualifiers.md)