Lead Score and Lead Rank Rule Setup

Sales representatives need to score and rank leads so that the lead score determines the rank assigned to the lead. You set up ranking rules based on the score.

Assessments and qualification templates let salespeople evaluate the health of a sales lead. Lead qualifications appear under a separate tab labeled Qualification in the Edit Lead page. For more information, see the related topic, Example of Defining a Sales Lead Qualification Template. Lead assessment is typically done as part of a lead follow-up activity where the lead continues to be progressed after the lead is qualified. You must set the Lead Assessment Enabled profile option to display the Assessments tab in the Edit Lead user interface.

Define Scoring and Ranking Rules

Define the scoring and ranking rules that you want sales representatives to use in the lead management application. For example, you can navigate to the Manage Assessment Templates page from the Manage Sales Lead Qualification Template implementation task to define the score ranges and corresponding rank and color values as shown in the table:

Score	Rank Name	Color
1-30	Cold	Blue
31-60	Warm	Yellow
61-100	Hot	Red

This example shows that when the sales representative enters a score value of 50 when creating or editing a lead, the rank automatically populates with the value of Warm, and the corresponding yellow color is displayed in the UI. The same color for the score is used when the lead is viewed in a list.

Setting Up the Scoring and Ranking Rules

This table lists the default values for score and rank that's provided for you.

Minimum Score	Maximum Score	Rank Name	Color
1	30	Cold	Green
31	60	Warm	Yellow
61	100	Hot	Red

The minimum score and maximum score are numeric text fields and they're required fields. The rank name is determined from the list of values that can be modified from the Rank lookup type MKL_LEAD_RANK_SETID. You can choose a color from your standard UI color widget.