Lead Scoring
Section: Customer Relationship Management
URL:/admin/scoring
Page title: Lead Scoring
Overview
Lead Scoring assigns a numeric quality score to each lead based on configurable criteria — source, geographic zone, industry, company size, turnover range, job title, and more. Higher scores surface the hottest leads for faster follow-up.
Business value
Prioritises inbound demand automatically so sales reps spend time on the leads most likely to convert rather than working the queue chronologically.
- Who uses it: Sales managers, SDRs, sales ops
- Key benefit: Focus rep effort on high-probability leads, increasing win rates and shortening sales cycles.
- Metrics it influences: Lead-to-opportunity conversion rate, average deal size, time-to-first-contact
Typical use cases:
- Weight enterprise leads (500+ employees, known industry) higher than SMB prospects
- Automatically flag leads from strategic geographies for expedited follow-up
- Calibrate scoring rules per quarter based on closed-won analysis
Accessing this module
From the admin sidebar, navigate to Scoring, or open the URL directly:
/admin/scoring
Configuration
Scoring rules are built from multiple dimension tables. Each dimension contributes a numeric weight that sums to the final lead score.
| Dimension | Examples |
|---|---|
| Lead Source | Inbound form, referral, cold call |
| Zone / Region | County, city, country |
| Industry | Manufacturing, IT, Retail |
| Number of Employees | 1–10, 11–50, 51–200, 200+ |
| Annual Turnover | Ranges in local currency |
| Job Title / Designation | CEO, Procurement Manager, IT Director |
Common actions
- Configure source weights — assign a score value to each lead source.
- Configure zone weights — assign scores to geographic zones and cities.
- Configure industry weights — assign scores by sector.
- Configure employee-count and turnover bands — higher bands typically yield higher scores.
- Configure designation weights — decision-maker titles score higher than influencer titles.
- View scored leads — scores are surfaced in the Leads list and can be used for filtering and sorting.
Calibrate scoring weights quarterly using closed-won deal data — the most accurate weights come from analysing which source, zone, industry, and title combinations actually converted, not from initial guesses.
Lead scores are calculated at creation and recalculated when lead attributes (source, zone, industry, designation) change. Sort the Leads list by score descending to give reps an instant prioritised call queue.
Source: crm-connect-main/app/modules/scoring