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Setting Up Lead Ratings

To set up lead ratings, use the Lead Ratings (RSF_LEAD_RATING) and Lead Rating by Rate Set Value (RT_RS_TO_LEAD_RATE) components.

This section provides an overview of ratings and rating rules and discusses how to:

Page Name

Definition Name

Usage

Lead Ratings Page

RSF_LEAD_RATING

Define ratings, also called temperatures, that identify the potential of a lead for becoming a sale, and set parameters for triggering workflow. The system sends notifications when a lead or opportunity is not accepted or rejected within a specified time period. Lead ratings are keyed by setID.

Rating Rules Page

RSF_RATING_RULES

Set up the conditions for assigning a rating to a lead. Lead rating rules are associated to a setID.

Lead Rating Rules - Edit Rules Page

RSF_CND_BLD_PG

Build rating rules.

Edit Condition Page

RSF_SALE_TERM_PG

Choose a condition to evaluate in the rating rule.

Rate Set Value to Lead Rating Page

RT_RS_TO_LEAD_RATE

Map branch script rate-set values to lead ratings.

Lead ratings assess the probability that a customer will buy and are usually represented by a term that describes temperature, such as Hot, Warm, or Cold.

For leads that are automatically generated from marketing campaigns, you can automatically generate an initial lead rating from the information gathered by marketing: customer name, potential revenue, geographic region, and so forth. You select relevant information and set up rules that automatically evaluate leads that are generated from marketing campaigns. Rating rules, like ratings, are unique for a setID and are built using the Active Analytics Framework (AAF) in the context of lead management.

Use the Lead Ratings page (RSF_LEAD_RATING) to define ratings, also called temperatures, that identify the potential of a lead for becoming a sale, and set parameters for triggering workflow.

The system sends notifications when a lead or opportunity is not accepted or rejected within a specified time period. Lead ratings are keyed by setID.

Navigation

select Set Up CRM, then select Product Related, then select Sales, then select Lead and Opportunity, then select Lead Ratings, then select Lead Ratings

Image: Lead Ratings page

This example illustrates the fields and controls on the Lead Ratings page.

Lead Ratings page

Field or Control

Definition
Send Notification

Select to send an email notification to the worklist explaining that the lead or opportunity with the specified rating has not been accepted or rejected within the allowable time.
Max Time (maximum time) and Unit of Time

Specify the maximum delay period—expressed in days, hours, or minutes—by which a lead with that rating must either be accepted or rejected. If the lead is not accepted or rejected within that time, then the defined workflow is triggered.

Use the Rating Rules page (RSF_RATING_RULES) to set up the conditions for assigning a rating to a lead.

Lead rating rules are associated to a setID.

Navigation

select Set Up CRM, then select Product Related, then select Sales, then select Lead and Opportunity, then select Lead Ratings, then select Rating Rules

Image: Rating Rules page

This example illustrates the fields and controls on the Rating Rules page.

Rating Rules page

A lead rating rule is a condition and a rating that the lead received if the condition is met. Lead rating rules are associated with a setID.

Field or Control

Definition
Rule Name

Enter a free-form text name for the rule.
Display Condition

Displays the rule for assigning the rating to the lead.
Rating

Displays the ratings that you set up on the Lead Ratings page.

Use the Lead Rating Rules - Edit Rules page (RSF_CND_BLD_PG) to build rating rules.

Navigation

Click the Add Rule button or the button on the Rating Rules page.

Image: Lead Rating Rules - Edit Rules page

This example illustrates the fields and controls on the Lead Rating Rules - Edit Rules page.

Lead Rating Rules - Edit Rules page

This page enables you to build the condition for a rule. On initial entry to the page, or when you add a term to the condition, the Select Term link appears. After you add a term to the condition, you select an operator from the available values and enter a value to build the condition.

Use the Edit Condition page (RSF_SALE_TERM_PG) to choose a condition to evaluate in the rating rule.

Navigation

Click the Select Term link on the Lead Rating Rules - Edit Rules page.

Image: Edit Condition page

This example illustrates the fields and controls on the Edit Condition page.

Edit Condition page

This page enables you to select a term that is evaluated as part of a rule. Only conditions that are applicable in the context of lead management appear on this page.

Use the Rate Set Value to Lead Rating page (RT_RS_TO_LEAD_RATE) to map branch script rate-set values to lead ratings.

Navigation

select Set Up CRM, then select Product Related, then select Sales, then select Lead and Opportunity, then select Lead Rating by Rate Set Value, then select Rate Set Value to Lead Rating

Image: Rate Set Value to Lead Rating page

This example illustrates the fields and controls on the Rate Set Value to Lead Rating page.

Rate Set Value to Lead Rating page

When a marketing group creates a branch script survey, it defines rate-set values so that the script can translate the overall score into a meaningful rating. You can map those rate-set values to lead ratings here. That way, if the survey score returns the equivalent of a lead rating with the rating category of Qualified, the marketing group can forward the prospect to the sales group as a qualified lead.