What you'll achieve
Record how ready a lead is to buy using four scored criteria, prioritize your work with that score, and set up how new leads are distributed among your team.
Before you start
- Scoring is a sales aid based on what your team confirms in the conversation. It isn't an automatic prediction.
- Anyone with access to the opportunity can score it. Only administrators change the weights and the distribution.
Steps
Score a lead
- Open the opportunity (click its card or its title in All leads).
- Go to the section Lead score.
- For each criterion choose Yes, No o Not confirmed: Budget confirmed, Decision maker, Clear need y Purchase timeline.
- See the result in Score: X/100. Each “Yes” adds the points set for that criterion; “No” and “Not confirmed” add zero. If you don't mark anything, Not scored.
- Click Save.
Prioritize
- On the board or in the list, click Sort by priority. The priority (Priority N) is the score plus a source bonus.
Set weights, bonuses and distribution (administrators)
- Open the three-dot menu (Pipeline options) and choose Configure pipeline.
- In Scoring weights adjust the points for each criterion. They must add up to 100; you'll see Total: X/100.
- In Sales priority click Add source, type the exact source and the Bonus (from 0 to 30). Each source can appear only once. Use Remove to delete it.
- In New lead assignment choose the Mode: Manual assignment, Round-robin distribution o Available team only.
- If you chose distribution, check the Members who will receive leads. In Available team only set the Maximum open opportunities per person.
- Click Save.
Screenshot: Lead score section with the four criteria and the score
Screenshot: Configure pipeline with Scoring weights, Sales priority and New lead assignment
Expected result
Cards and the list show the score and priority. New leads without a chosen owner are distributed according to the configured mode, and existing leads keep their owner.
Common issues
It won't let me save the weights.
They must add up to exactly 100.
“Each source must appear only once.”
There are repeated sources in Sales priority.
A lead ended up with the “Reassign” label.
In available team mode, if no one is within the limit, the lead is assigned to the administrator who created it and flagged for you to reassign.
The distribution didn't assign the person I chose.
If you choose an owner by hand, it takes priority over the distribution and doesn't use up a turn. For the distribution to work, leave My user in the Owner field when creating the lead.
I changed the weights and the scores changed.
That's expected: the score is recalculated with the current weights.
“There are no confirmed members available.”
You can only choose users who have already confirmed their account.
When to contact support
Write to us with your company name, your user, the pipeline, the opportunity title, the score you see and the one you expected, and a screenshot of the settings.
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