How to setup lead scoring in Salesforce.com ?

Definition of “Lead Scoring” : Quality of your lead depend on your lead data. It will calculate scoring based on your Lead scoring criteria.

Why lead scoring is required?

1. To filter quality of Lead.
2. Maximum chance to convert into opportunity & deal.
3. Clear idea about your lead quality.

Steps to setup Lead scoring.

1. Make list of your Requirements for qualification process for lead.
2. Define Lead Scoring section in Lead layout.
3. Define Scoring for your Requirements fields. ( e.g. 5 points, 10 points, 15 points etc.)
4. Select image which you want to display in lead scoring.

Below is layout of Lead Scoring.

Below are Lead Scoring fields.

1. Lead Source
2. Rating
3. Funding Status
4. Key Decision Marker

Below are Lead Scoring Points.

1. Lead Source : Web = 10 points & other Lead source = 5 points
2. Rating : Hot = 10 points & other Rating = 5 points
3. Funding Status : Funding Available = 10 points & other Funding Status = 5 points
4. Key Decision Maker : Yes = 10 points & No = 5 points

Steps for Calculation for Lead Scoring.

1. You have to create each point’s formula field and formula return type is number for calculate each field.
2. Create Total Score formula field & add all above scoring into it.
3. Create Lead Quality formula field and assign images which you want for display.

Step 1 : Custom Fields for Lead Scoring with formula

• Lead Source Score : Data Type = Formula & Formula return type = Number
  • CASE(LeadSource,”Web”, 10, “Phone Inquiry”, 5, “Partner Referral”, 5, “Purchased List”, 5, “Other”,0,0)
• Rating Score : Data Type = Formula & Formula return type = Number
  • CASE( Rating ,”Hot”, 10, “Warm”, 5, “Cold”, 5,0)
• Funding Status Score : Data Type = Formula & Formula return type = Number
  • CASE(Funding_Status__c ,”Funding Available”, 10, “For Budgeting Purposes”, 0, “Unknown”,0, 0)
• Key Decision Maker Score : Data Type = Formula & Formula return type = Number
  • IF(Key_Decision_Maker__c,10,0)

Step 2 : Custom Fields for Total Lead Scoring

• Total Score : Data Type = Formula & Formula return type : Number
  • Lead_Source_Score__c + Rating_Score__c +Funding_Status_Score__c +Key_Decision_Maker_Score__c

Step 3 : Custom Field for Image display.

• To display image you have to upload image into your salesforce or you have to upload on 3rd party server and provide path. click here… to know how to upload image in Salesforce.com.
• Lead Quality : Data Type = Formula & Formula return type : Text
  • IF( Total_Score__c < 5, IMAGE(‘https://c.eu2.content.force.com/servlet/servlet.ImageServer?id=015b0000001AoozK&oid=00oDb0000000dQYj&lastMod=14118084320000’, ‘zero’) ,
    IF(Total_Score__c < 10, IMAGE(‘https://c.eu2.content.force.com/servlet/servlet.ImageServer?id=015b0000001AoozP&oid=00oDb0000000dQYj&lastMod=14118084600000’, ‘one’),
    IF(Total_Score__c < 15, IMAGE(‘https://c.eu2.content.force.com/servlet/servlet.ImageServer?id=015b0000001AoozU&oid=00oDb0000000dQYj&lastMod=14118084890000’, ‘two’) ,
    IF(Total_Score__c < 20, IMAGE(‘https://c.eu2.content.force.com/servlet/servlet.ImageServer?id=015b0000001AoozZ&oid=00oDb0000000dQYj&lastMod=14118085180000’, ‘three’) ,
    IF(Total_Score__c < 25, IMAGE(‘https://c.eu2.content.force.com/servlet/servlet.ImageServer?id=015b0000001Aoozj&oid=00oDb0000000dQYj&lastMod=14118085510000’, ‘four’) ,
    IMAGE(‘https://c.eu2.content.force.com/servlet/servlet.ImageServer?id=015b0000001Aoozo&oid=00oDb0000000dQYj&lastMod=14118085700000’, ‘five’) ) ) ) ) )

Below is layout of Lead Scoring with formula field.

Above you can see on right side you can see Lead Scoring Score and also Image also.