How to Set Up Lead Scoring Rules
How to Set Up Lead Scoring Rules
Section titled “How to Set Up Lead Scoring Rules”Lead scoring assigns a numeric score to each lead based on their characteristics and behavior. Higher scores mean higher priority. Instead of treating all leads equally, your team can focus on the ones most likely to convert.
How Scoring Works
Section titled “How Scoring Works”Scores are calculated based on rules you define. Each rule adds (or subtracts) points based on conditions:
- Company size > 50 employees → +20 points
- Has an email address → +10 points
- Located in target market → +15 points
- No activity in 30 days → -10 points
- Opened last email → +5 points
The total score tells you how “hot” the lead is at a glance.
Setting Up Scoring Rules
Section titled “Setting Up Scoring Rules”- Go to Settings > Lead Scoring
- Click Add Rule
- Configure the rule:
- Condition — The criteria to match (e.g., field equals a value, record has an activity)
- Points — How many points to add or subtract when the condition is met
- Description — A plain-language label for this rule (e.g., “Has decision-maker title”)
- Click Save
- Repeat for each scoring rule
Choosing What to Score
Section titled “Choosing What to Score”Good scoring rules combine two types of signals:
Fit signals (who they are)
Section titled “Fit signals (who they are)”- Industry matches your target market
- Company size is in your ideal range
- Job title suggests decision-making authority
- Location is in a region you serve
Engagement signals (what they do)
Section titled “Engagement signals (what they do)”- Opened or replied to an email
- Visited your website (if tracked)
- Attended a demo or meeting
- Submitted a form or requested info
Using Scores in Practice
Section titled “Using Scores in Practice”Once scoring is active:
- Sort leads by score to see the hottest prospects first
- Filter by score range — e.g., show only leads scoring above 50
- Create a workflow that notifies a sales rep when a lead crosses a threshold
- Add a score column to your list view or Kanban board
- Start simple — Five to ten rules is enough to get started. Add more as you learn what matters.
- Review quarterly — Check if high-scoring leads actually convert. Adjust rules that do not predict success.
- Use negative scores — Subtract points for disqualifying signals (e.g., competitor email domain, wrong industry).