Introduction to Lead Scoring & Ranking

Overview:
Lead Scoring is a way to assign numerical values to your leads based on how well they match your ideal customer profile and how engaged they’ve been. Ranking leads by score helps your sales team focus on the hottest opportunities first.

Steps:

1. Navigate to Leads & Deals → Settings → Lead Scoring & Ranking.

2. Review the default scoring model (if any) provided.

3. Understand that scores combine “fit” (demographics, firmographics) and “behavior” (web visits, email clicks).

4. Know that higher scores indicate higher priority leads.

Tips & Best Practices:

• Keep your scoring simple at first: start with 3–5 criteria.

• Combine both fit and behavior for balanced scoring.

• Use a clear threshold (e.g., score ≥ 50 = “Hot Lead”) for handoff to sales.

Troubleshooting / FAQs:

• Q: Why aren’t any leads showing a score?
  A: Ensure your scoring model is active and that leads have met at least one scoring criterion.

• Q: Can I see an individual lead’s score history?
  A: Yes—open the lead record and check the Score History tab.