> 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, raffle entries, products of interest, anything you want a rep to record in a single tap. You define **what qualifiers exist** and what values each one has 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, value count, selection mode, required-ness, scope, status, and an Actions menu.

## Anatomy of a qualifier

Each qualifier has:

* **Name** — what the rep sees in the Mobly app (e.g., "Lead Type," "Follow up," "Product Interest")
* **Qualifier values** — the discrete options reps can pick from (e.g., for Lead Type: Hot, Warm, Cold, Disqualified)
* **Selection mode** — **Single** (one value per lead) or **Multiple** (reps can pick more than one)
* **Required** — if **Required**, reps must pick a value before they can save the lead. If **Not required**, the field is optional.
* **Scope** — **All Events** (the qualifier is available at every event) or **Specific Events** (only available at the events you assign)
* **Status** — **Active** (in use) or **Archived** (hidden from the app, not deleted, can be restored)

## Creating a qualifier

1. Go to **Lead Settings → General → Qualifiers**
2. Click **+ Add Qualifier**
3. Name it, pick **Single** or **Multiple**, decide if it's **Required**, choose **All Events** or specific events
4. Add qualifier values (the options reps will see)
5. Save

The qualifier appears immediately in the Mobly app for the events you assigned it to.

## Editing, archiving, or deleting

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

* **Edit** — change name, values, mode, required-ness, scope
* **Archive** — hide from the Mobly app without deleting. Toggle the **Archived** filter at the top of the table to see archived qualifiers; you can restore them.
* **Delete** — permanent. Use only when you're certain you'll never want the historical values back.

Re-ordering: drag the handle on the left of any row to reorder how qualifiers appear in the Mobly app. Reps see them in this order when working a lead.

## Single vs Multiple — when to use which

**Single** is right when there's one correct answer per lead — Lead Type, Approval Status, Follow-up Decision. Forces clean data, easy reporting.

**Multiple** is right when a lead can legitimately fall into more than one bucket — Interests (product A, B, C), Content Requested, Follow-up Channels (email, phone, LinkedIn).

Default to Single unless you have a clear reason to allow multiple — Single produces cleaner downstream data and simpler reports.

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

It's possible for the same Single qualifier to get answered twice on the same lead — two reps capture the same person at different moments, or the same rep changes their mind. For Single qualifiers, you pick which behavior wins:

* **Last Value Wins** (the default) — the most recent answer overwrites the previous one. Use for most "current status" qualifiers — Lead Type, Follow-up Decision — where the latest read is usually the most accurate.
* **First Value Wins** — the first answer is preserved; later answers are ignored. Use for qualifiers where the initial impression matters most and shouldn't be overwritten by later interactions.
* **Send All Values** — both answers are preserved and sent downstream as a list. Use when you genuinely want to capture both reps' takes (rare).

Set the behavior when you create or edit the qualifier; it lives on each qualifier independently.

## Required vs Not required — when to use which

**Required** forces reps to pick a value before saving the lead. Use sparingly: only for qualifiers where every captured lead genuinely needs a value (e.g., Lead Type at most events). Over-using **Required** slows reps down and increases the chance they'll pick something arbitrary just to save the scan.

**Not required** is the default for most qualifiers. Reps fill in only when relevant.

## 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 explicitly assign it to. Use for event-specific qualifiers (Pickleball Raffle, ConfX Booth Demo, etc.). When the event is over, you can archive the qualifier without affecting other events.

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

## Mapping qualifier values to your CRM or MA tool

After you've configured qualifiers, the next step (if you sync to a CRM or MA tool) is mapping each qualifier value to the right field option on the CRM/MA side. That's a per-integration step:

* For CRM mapping: [Qualifiers (CRM)](/help-center/integrations/crm/qualifiers.md)
* 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

* **Keep qualifiers short.** 4–8 values per qualifier. More than that and reps slow down.
* **Match CRM picklists 1:1 where you can.** Easier mapping, fewer surprises.
* **Use open-text CRM fields when picklists change frequently.** Fewer mapping breakages, at the cost of CRM-side data hygiene.
* **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

* [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 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)