Quarra Lead Source Field Cleanup

Overview

During the December 2025 working session, Lincoln Durham identified that Quarra's sales team was consistently failing to fill in the Lead Source field on Salesforce records. The root cause was that the existing dropdown options were largely irrelevant to Quarra's actual lead channels, making the field feel pointless to fill out. The team agreed on a three-part fix: refine the dropdown list, make the field required, and add a clarifying tooltip to the adjacent Primary Campaign Source field.

Problem

• The Lead Source dropdown contained options that did not reflect how Quarra actually acquires leads.
• Because the options felt irrelevant, reps were skipping the field.
• Missing lead source data undermines attribution reporting and makes it impossible to evaluate which channels are driving business.

"Our team is generally not doing a good job of filling that out. And I think in large part, it's because most of the options in that list are irrelevant."
— Lincoln Durham

Solution

1. Refine the Dropdown Options

Lincoln agreed to provide a revised list of Lead Source values that reflect Quarra's actual channels. Irrelevant defaults (e.g., standard Salesforce options like "Web" or "Cold Call" that don't map to Quarra's workflow) will be removed and replaced with options meaningful to the team.

Owner: Lincoln Durham (provide list) → Karly Oykhman (implement)

2. Make Lead Source a Required Field

The field will be set as required in Salesforce so reps cannot save a record without selecting a value. Karly committed to making this change the same day as the meeting.

Owner: Karly Oykhman
Status: Assigned — to be completed immediately

3. Add a Tooltip to Primary Campaign Source

The Primary Campaign Source field sits near Lead Source and its purpose is not self-evident. A tooltip will be added to explain what should go there (e.g., the specific Google Ads campaign or other campaign identifier that generated the lead).

Owner: Karly Oykhman
Status: Assigned

Context: Future Attribution Work

Mark noted that full lead attribution — particularly for phone calls — would eventually require a tool like CallRail, which assigns trackable phone numbers to ads and landing pages so inbound calls can be attributed to specific campaigns. This was flagged as a potential January initiative but is out of scope for the immediate cleanup.

Related Action Items

• [ ] Lincoln to email Karly/Mark with refined Lead Source dropdown values and Task option changes
• [ ] Karly to make Lead Source a required field in Salesforce
• [ ] Karly to add tooltip to Primary Campaign Source field

Related Articles

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