How it works

• Dynamic scoring - Every Lead and Deal receives a 0-100 score updated automatically as new activities and data points emerge.

• Scoring factors - Calculations consider engagement frequency, deal size, pipeline stage, communication sentiment, contact seniority, and recency.

• Role weighting - C-level contacts score higher than contributors, reflecting their decision-making authority in the buying process.

• Engagement decay - Scores decrease over time without activity, highlighting records that need attention to maintain momentum.

• Score visibility - View scores at the top of each record, in list views for sorting, and through the AI assistant.

• Contextual tips - Each score includes explanatory tips about what's driving the number and suggested next actions.

• Custom criteria - Modify scoring logic in Settings → AI → Scoring Criteria to match your specific business model.

Tips

• Focus daily efforts on leads scoring above 70 for highest conversion rates 

• Investigate sudden score drops to identify and address issues quickly 

• Use scores for territory planning and resource allocation 

• Compare scores within the same pipeline stage for accuracy

FAQ

Q: What is AI Scoring?

 A: It's a smart score from 0-100 given to leads or deals, based on how likely they are to convert.

Q: How often do scores update?

 A: Continuously as new activities occur or data changes in the system.

Q: Can I override AI scores manually? 

A: Yes, you can edit scores, though AI values often provide valuable guidance.