Scorecard: score each lead from 1 to 5

The Scorecard gives each lead points for what it has, adds them up, and turns the total into a score from 1 to 5. Each score then decides what happens to the lead. Every rule is one you can read, and each lead shows the rules that gave it its points.

It sits on the trail before the CRM Formatter, and scores single leads and the rows of every file the trail runs.

The Inbound and Prospecting templates start with one. On a HubSpot trail, you can also add one from the push tile: on What gets created, click Add a Scorecard to set stages by score. To take it off, open the Scorecard tile and click Remove the Scorecard.

A new Scorecard starts with three rules: Job title is a decision-maker (+4), Has a phone number (+1) and Email is on a free domain, like Gmail (-2). Pick the column each one reads. A trail can't be switched on while a rule still needs its column or its words.

Click Add a rule and pick a kind. Click a rule to change its name, its points or the column it reads, then click Done. Points are whole numbers from -100 to 100, and a Scorecard holds up to 50 rules.

Suggest title words, under the list of rules, offers groups of title words with points, and Add puts one on the Scorecard. When a rule still needs its column, the panel shows the likeliest one from your column names, and Use it picks it.

Both work from your column names only. On Starter and above, Bridgeant makes the suggestions. Below that, you get Operelio's common title words.

Each score from 2 to 5 has the fewest points a lead needs to reach it. A lead gets the highest score its points reach, and a lead below score 2 gets a 1. To change the points, click Change the points for each score. They always rise from 2 to 5, so moving one moves its neighbors when it needs to.

Under What each score does, pick one of these for each score.

On the push tile's What gets created tab, a score can set more than the owner. These settings are for single leads.

On HubSpot, Set the Lifecycle stage from the score gives scores 5, 4 and 3 a stage each: Sales qualified lead, Marketing qualified lead and Lead unless you change them. It moves a contact forward, never back. Scores 1 and 2 stay in Operelio.

On HubSpot and Salesforce, Deal or Opportunity makes one in the lead owner's name for the scores you pick: 4 and 5 to start, and 3 if you add it. Pick the pipeline, the stage and the name. On Salesforce, the trail must push contacts, because Salesforce makes an opportunity only for a contact with an account.

On the Leads tab, To review shows each lead's score with its points and the rules that gave them, like 5 points: Job title is a decision-maker, Has a phone number. A lead's page shows its score out of 5, and its timeline lists the points from each rule. The Scorecard panel shows how many leads each rule matched in the last 7 days.