Lead Scoring

Lead Scoring is a method of assigning numeric values to leads based on predefined criteria. These scores help identify how important or high-priority a lead is. Using lead scoring, you can:

• Mark high-priority or hot leads
  
• Measure lead quality objectively
  
• Compare lead value across users and pipelines
  
• Analyze how valuable leads are based on actions or stages
  

Where Can You Configure Lead Scoring?

Lead Scoring is configured from the Lead Box Configuration settings.

To Access Lead Scoring Configuration, Follow These Steps:

1. Click the Menu and select the Lead Box option.
   
2. Click Lead Box Configuration in the top right corner to open the configuration settings.
   
3. Navigate to Lead Scoring from the list of options.
   

The Lead Scoring configuration page will open.

What Are the Types of Lead Scoring?

Lead scoring can be configured based on:

• Field Updates, or
  
• Activities
  

You can use either or both based on your business logic.

To Create Lead Scoring Based on Field Update, Follow These Steps:

1. From the Lead Scoring page, click Add Configuration.
   
2. Select Lead Scoring Type as Field Update.
   
3. Select the Field, such as Lead Stage.
   
4. Choose the condition value, for example when Lead Stage equals Customer.
   
5. Enter the Score Value, such as 10.
   
6. Click Save and Create New or Save.
   

Once saved, any lead updated to the selected field condition will automatically receive the configured score.

How Does Field-Based Lead Scoring Work?

When a lead’s field value changes and matches the configured condition:

• The defined score is automatically added to the lead
  
• Scores are applied consistently across all applicable leads
  
• Leads moving through stages accumulate value based on scoring rules
  

To Create Lead Scoring Based on Activity, Follow These Steps:

1. From the Lead Scoring page, click Add Configuration.
   
2. Select Lead Scoring Type as Activity.
   
3. Choose the activity condition, such as User Activity.
   
4. Select the activity type, for example Outbound Email.
   
5. Enter the Score Value, such as 5.
   
6. Click Save and Create New or Save.
   

The score will be applied whenever the selected activity occurs.

Can Multiple Lead Scoring Rules Be Created?

Yes. You can create multiple lead scoring configurations based on:

• Different field updates
  
• Different activity types
  

Each configuration contributes independently to the lead’s total score.

Can Lead Scoring Configurations Be Deleted?

Yes. If a scoring rule is no longer required:

1. Locate the configuration in the Lead Scoring list.
   
2. Click the Delete option.
   

The configuration will be removed and will no longer apply to leads.

How Can Lead Scores Be Used?

Lead scores help teams:

• Identify high-value leads quickly
  
• Prioritize follow-ups
  
• Analyze lead quality within user buckets
  
• Understand how leads progress and gain value over time
  

What Is the Benefit of Using Lead Scoring?

Lead Scoring enables organizations to:

• Standardize lead prioritization
  
• Improve sales focus
  
• Reduce guesswork in lead handling
  

Make data-driven decisions based on lead value.