Lead Scoring Setup

Configure automated lead scoring using workflows and custom fields.

Overview

Lead scoring automatically ranks prospects based on criteria like demographics, behavior, and engagement. This helps sales teams prioritize high-value leads.

Scoring Model

Standard Criteria

Factor	Points	Data Source
Company size	1-25	Custom field
Industry match	0-15	Company field
Email domain	0-10	Contact field
Job title	0-20	Contact field
Website visits	1 per visit	External data
Email opens	2 per open	Email tracking
Content downloads	5 per download	Activity tracking

Setup Instructions

Step 1: Create Custom Fields

On Company:

• companySize (Number)
• industry (Select)
• isTargetAccount (Boolean)

On Contact:

• leadScore (Number)
• leadSource (Select)
• jobTitle (Text)

Step 2: Create Scoring Workflow

Trigger: Record created/updated (Contact) Actions:

1. Code: Calculate score

let score = 0;

// Demographics
if ((record.company?.employees ?? 0) > 100) score += 25;
if (record.company?.industry === 'Technology') score += 15;
if (record.jobTitle?.includes('VP') || record.jobTitle?.includes('Director')) score += 20;

// Behavior (requires external data)
score += (record.emailOpens || 0) * 2;
score += (record.pageViews || 0) * 1;

return { score };

2. Update Record: Set leadScore

Step 3: Create Threshold Workflow

Trigger: Lead score updated Filter: Score >= 50 Actions:

1. Update: Set status = “Qualified”
2. Create: Task for sales rep
3. Send: Email alert

Related

• Workflow Actions
• Code Action