Lead scores reflect a lead's potential to generate revenue. A lead with a high score is considered more likely to be converted to an opportunity than a lead with a lower score.

Leads are scored using rule sets containing personal and business conditions. Each condition has a value assigned to it that is added to the lead's score if the criteria is met.

The following lead details can be queried to generate a lead score:

• Associated contact
• Associated contact's age
• Associated contact's position
• Company
• First name
• Last name
• Number of associated leads
• Position
• Market segment
• Sales concept
• Source
• Zip code

Lead scoring is controlled by a single rule set that contains the following:

Rules
Rules contain conditions. Each rule will score leads according to a set of conditions. Multiple rules can be added to the lead scoring rule set.

Conditions
Conditions define a rule's criteria. Conditions specify the criteria leads are evaluated against to be assigned a lead score. Multiple conditions can be added to a rule to create complex scoring logic.

Create new lead scoring rules to evaluate leads according to your specific business objectives.

Use the Scoring subtab in the Lead Management tab of the Customize workspace to create and manage lead scoring rules.

Adding lead scoring rules

Create new lead scoring rules to control how available leads in your system will be scored.

Each rule contains one or more conditions. Leads who meet these conditions will be assigned a score accordingly. Rules can score leads based on their market segment, sales concept, and personal information, among other values.

To add a lead scoring rule to a rule set:

1. Navigate to the Customize workspace.
2. In the Lead Management tab, click the Scoring subtab.
3. In the Rules list, click Add to add a new lead scoring rule.
   The Add New Rule dialog opens.
4. In the Name field, enter a name for the rule.
5. In the Score field, enter the score that should be given to leads that meet the conditions of this rule.
6. Click OK.
   The Add New Rule dialog closes.

The newly created rule is added to the list of rules.

When this rule is executed, leads meeting the conditions of the rule will be assigned the lead score value you specified.

Editing lead scoring rules

Edit a rule to modify its details. You can change the rule's name, conditions, and lead score value.

To edit a lead scoring rule:

1. Navigate to the Customize workspace.
2. In the Lead Management tab, click the Scoring subtab.
3. In the Rules list, expand the rule that you want to edit and click Edit.
   The Edit Rule dialog opens.
4. Make changes to the rule and click OK.
   The Edit Rule dialog closes.

Your lead scoring rule changes are saved.

Adding conditions to scoring rules

Add conditions to scoring rules to specify which leads the rule's score should be applied to.

To add a condition to a scoring rule:

1. Navigate to the Customize workspace.
2. In the Lead Management tab, click the Scoring subtab.
3. In the Rules list, expand the rule that you want to add a condition to and click Edit.
   The Edit Rule dialog opens.
4. In the Rule Criteria list, click the Add button to add a new condition to the rule. A new row appears in the Rule Criteria list.
5. In the row, specify the details of the condition:
   • Field
     The field that is being queried.
   • Not
     When selected, changes the filter condition to its negative meaning.
   • Condition
     Specifies the condition you want to base your filter on. Available options include =, <, <=, >, >=, contains, and unspecified.
   • Value
     Specifies the value which you want the condition to satisfy for the field.
   • And, Or
     Controls how multiple conditions interact with each other. This option is only applicable if the rule has more than one condition.
6. Click OK when you have finished adding all your conditions.

Your scoring rule changes are saved.

Deleting lead scoring rules

Delete a lead scoring rule to remove it from a rule set.

To delete a distribution rule:

1. Navigate to the Customize workspace.
2. In the Lead Management tab, click the Scoring subtab.
3. In the Rules list, expand the rule that you want to delete.
   The rule expands to reveal its details.
4. Click Delete.
   A confirmation dialog opens.
5. Click Delete to confirm the deletion.

The rule is removed from the scoring rules list.