# TOOL 04. THE MYSTERY LEAD TEST

**Use when:** Marketing reports conversions, but sales quality or customer experience remains uncertain.

Run one test through every major enquiry route.

| Field | Test result |
|---|---|
| Route tested |  |
| Campaign / page |  |
| Date and time submitted |  |
| Confirmation received | Yes / No |
| Confirmation explains next step | Yes / No |
| Lead destination |  |
| Named owner |  |
| First human response time |  |
| Source context visible to responder | Yes / No |
| Information repeated unnecessarily | Yes / No |
| Quality of first response, 1-5 |  |
| Follow-up after no answer |  |
| Outcome recorded | Yes / No |
| Outcome returned to marketing | Yes / No |

## What broke?

- [ ] Form or checkout
- [ ] Confirmation
- [ ] Routing
- [ ] Ownership
- [ ] Response time
- [ ] Context
- [ ] Product knowledge
- [ ] Follow-up
- [ ] CRM status
- [ ] Feedback loop

**Immediate fix:** ................................................................

**Owner:** ................................  **Due date:** ........................