What is Lead Scoring?
To see the detailed history of an Accounts lead score , click on Accounts, this will give you the list of all accounts. Then click on the number beside the leadscore to see score details as shown in the image below.
This will give you details as to how the account scored.
- Date : Date when the action was taken.
- Action Name: Action taken, such as as Added to group, Field updated , Status Converted etc.
- Score: score added for each action
- Scoer details: This gives you the detail of the action taken, If the action name is status converted, it will give you details of what status it was converted from to the current status.
How to setup lead Score?
Note: The setup will be available only for tenant admins. In order to set up the lead scoring factors follow the steps given below:
Follow the steps below to add Expiry date to your Lead Scores
1. Click on the Settings icon in the top right corner of the screen.
2. On the settings page, click on Lead Scores under Workflows & Rules
3. The Lead Scores tab opens up as shown in the image below:
- Make sure the Status is Active. If the status is Inactive the lead score will not be applicable.
- Score chart displays the number of stars for each percentage amount. that is if a lead scores 41-60% there will be three blue stars.
4. Click on the plus sign besides Scores to add the scoring factors.
5. Click on the Action drop-down to select the action based on which you want to score the lead. Refer to the image below:
6. After selecting the action you can set the score which you want to add or subtract from the lead based on the action.
7. Then add the number of days after which the Link Clicked score expires. ( Optional)
In the above image, we have selected Link clicked as the action and added 50 points. The score will expire in 30 days ,So, whenever a link is clicked 50 points will be added to the lead, and after 30 days link clicked score will be recalculated.
8. Similarly, you can also opt to subtract some points from a lead based on the action. Refer to the image below:
In the above image, we have set the action as Unsubscribed so if an email is unsubscribed than 20 points will be taken away from the lead. It is optional to add expiration date for all lead scores.
8. Based on some action we have created a set of actions and allotted some points and expiration dates to them. Refer to the image below:
Other Actions
From the drop down list of actions if you select:
Status Converted, there will be more additional fields:
- Select table from the dropdown list (Accounts/ Opportunities)
- Workflow Name: Select workflow from the dropdown list.
- Converted From : Select status from the dropdown list
- Converted To: Select converted to status from the dropdown list
You can select from multiple workflows based on which the Converted From and Converted To options will be available.
If items Added to group or Removed from group options are selected, there will be an additional drop down to select the group.
How to display lead score for Account ?
A field “Lead Score” is added to Accounts database. Any user will be able to add it to the list view or detailed view of an Account or Contact. The field will be available as a regular field for searching, filters, etc.
In the list view, you will be able to see a pictorial representation as well as the score in Lead Score column as shown in the image below:
In detailed view it will show up on the top left hand corner of the page.
How to display Lead score for Contacts ?
A new field called “Lead Score” is added to contact. Any user will be able to add it to the list view or detailed view. The field will be available as a regular field for searching, filters, etc.
However, in the list view, we will show a pictorial representation as well as the score in Lead Score column as shown in the image below:
Contact will secure scores based on the events performed like Opened email, Field Edit etc. and this will be shown in number with visual effect in Lead Score field. When an event occurs from contact add or remove the score two places. Both Lead and Contact.
Lead score % will be calculated based on (Score secured * 100 / Total +ve score configured for contact).
Perfect Score for Contact = sum of all +ve scores for contact
Star will be displayed based on % of lead score secured by contact and in which range it falls in score chart.
How to provide permission for users to setup Lead Score ?
You can also find Lead Scores under the security levels as shown in the image below:
Click on any of the security level as shown in the image below:
Select the Set up lead scores check box as shown in the image below:
