Sales Lead Scoring Rubric
Sales Lead Scoring Rubric
This rubric provides a structured framework for assessing lead quality and likelihood of conversion, enabling us to focus our efforts on leads with the highest potential to become customers. By systematically evaluating leads across various dimensions, we aim to optimize our sales process, improve efficiency, and drive better outcomes for our organization.
Rating Scale
|
1-2 |
2-3 |
3-4 |
4 |
5 |
|
Low |
Below Average |
Average |
Above Average |
High |
|
Criteria |
Description |
Weight |
Score (0-5) |
|---|---|---|---|
|
Demographic Information |
Evaluate lead's company size, industry, and location. |
10% |
|
|
Engagement Level |
Measure lead's interaction with our brand (website visits, email opens, downloads, etc.). |
20% |
|
|
Buying Intent |
Assess lead's actions indicating purchase intent (demo requests, contact with sales, repeated visits to pricing pages, etc.). |
25% |
|
|
Fit with Product/Service |
Determine how well lead's needs align with our offerings. |
15% |
|
|
Budget and Authority |
Evaluate lead's budgetary constraints and decision-making authority within their organization. |
15% |
|
|
Timing |
Analyze the urgency of lead's need and readiness to make a purchase. |
10% |
|
|
Lead Source |
Consider the quality and relevance of the lead source (inbound, outbound, referral, etc.). |
5% |
