Example of Lead Score Calculation

Use a lead score only when the lead is easily quantified. You might use the score to calculate the lead rank. You can schedule when and how often to perform lead scoring.

Here's an example of how lead score is calculated.

How Lead Score Is Determined

To get a lead score, the rules engine needs to determine a numeric score based on the value of the lead attribute participating in the rule. For example, consider this rule:

• If a lead contact is a high-level executive, then add a score of 100. If the lead contact is an operations manager, then add a score of 50.

When the rules engine evaluates the lead, it scores the lead based on the job title of the lead contact. After the rules engine evaluates all such rules, the result of the scoring process is an aggregate score, that's then recorded in the Lead Score attribute.

Data Points for Lead Scoring

These data points form part of the overall score evaluation:

• All data included on the lead and primary product

• Lead source data such as campaign attributes

• All customer profile data including industry

• All contact profile data