Lead Scoring
What is Lead Scoring?
Lead Scoring assigns a numeric score to each lead based on their profile and behavior. Higher scores indicate leads more likely to convert. It helps your team prioritize the best opportunities.
How Scoring Works
ZenTraq calculates lead scores based on two dimensions:
Profile Score (Who they are)
Points based on the lead's characteristics:
| Factor | Points | Example |
|---|---|---|
| Complete profile | +10 | All key fields filled |
| Email provided | +5 | Has a valid email |
| Phone provided | +5 | Has a phone number |
| Company provided | +5 | Organization name given |
| High-value industry | +10 | Technology, Finance, etc. |
| Decision maker title | +15 | CEO, VP, Director |
| Large company | +10 | 100+ employees |
| Target geography | +5 | Matching your ideal market |
Engagement Score (What they do)
Points based on the lead's interactions:
| Factor | Points | Example |
|---|---|---|
| Replied to email | +10 | Opened and responded |
| Replied to WhatsApp | +15 | Active conversation |
| Attended site visit | +25 | Showed up for meeting |
| Requested quote | +20 | Asked for pricing |
| Visited website (multiple) | +5 | Repeated interest |
| Downloaded brochure | +10 | Active research |
| Inbound call | +15 | They called you |
| No activity 7+ days | -10 | Going cold |
| No activity 30+ days | -20 | Very cold |
Score Ranges
| Score | Label | Priority | Action |
|---|---|---|---|
| 80-100 | 🔥 Hot | Immediate | Call within 1 hour |
| 60-79 | 🟠 Warm | High | Follow up within 24 hours |
| 40-59 | 🟡 Moderate | Medium | Nurture with content |
| 20-39 | 🔵 Cool | Low | Add to drip campaign |
| 0-19 | ⚪ Cold | Minimal | Park or disqualify |
Viewing Lead Scores
On Lead List
- Score column visible in the table
- Color-coded badge (red/orange/yellow/blue/gray)
- Sort by score (highest first for prioritization)
On Lead Detail
- Score displayed prominently near the lead name
- Score breakdown showing how points were earned
- Score history (how it changed over time)
Quick Filter
- Use "Hot Leads" quick filter to see 80+ score leads
- Or set custom filter: "Lead Score > 60"
AI Lead Scoring
ZenTraq includes AI-enhanced scoring that:
- Analyzes historical data (which leads converted in the past)
- Identifies patterns in successful conversions
- Adjusts scoring weights automatically
- Provides score reasoning (why this score)
Score Reason
Each lead shows a brief explanation:
- "High engagement: replied to 3 WhatsApp messages this week"
- "Decision maker at enterprise company with budget confirmed"
- "Going cold: no response to 4 follow-up attempts"
Manual Score Override
Reps can adjust scores manually when they have context the system doesn't:
- Open a lead → Click on the Score
- Adjust up or down
- Add a reason for the override
- Override noted in score history
Score-Based Actions
Automated (via Workflows)
- Score reaches 80 → Notify manager + Create urgent task
- Score drops below 20 → Move to "Cold" pipeline stage
- Score increases 20+ points → Reassign to senior rep
Manual Priority
- Sort leads by score for daily call lists
- Focus on high-score leads first
- Deprioritize low-score leads
Configuring Scoring Rules
Admins can customize scoring in Settings → Lead Scoring:
- Adjust point values for each factor
- Add/remove scoring criteria
- Set score decay rules (lose points over time)
- Set score thresholds for Hot/Warm/Cold labels
- Enable/disable AI scoring
Tips
- Trust the score — It's data-driven, not gut feeling
- Act fast on hot leads — High scores mean high intent RIGHT NOW
- Don't ignore cold leads — Nurture them back to warm
- Review score reasons — Understand why leads are ranked
- Update scoring rules quarterly — Based on actual conversion patterns
- Combine with pipeline — Score + Stage gives the full picture
- Use for assignment — Route high-score leads to your best reps