Before you start
Open the lead whose score you want to review. You need access to Leads in the CRM; whether you can change the record depends on your CRM permission.
Understand the lead score
The number shown for a lead is a rule-based priority score from 0 to 100. It reflects how complete and actionable the record is, whether its source receives additional points, how recent its recorded activity is, and whether it has an open opportunity with an expected amount.
The score is not the percentage probability that the lead will convert. For example, a score of 80 means that the lead earned 80 points from the rules below; it does not mean that the lead has an 80% chance of becoming a customer.
Calculate a lead score
Every lead starts with zero points. Talento adds each applicable value and limits the displayed total to 100.
| Area | Condition | Points |
|---|---|---|
| Source | The source name contains refer, partner, web, demo, or inbound, regardless of letter case |
25 |
| Source | Any other populated source | 15 |
| Source | No source | 0 |
| Available information | Email present | 20 |
| Available information | Phone present | 15 |
| Available information | Company name present | 20 |
| Available information | Campaign present | 10 |
| Activity | Recorded activity within the last seven days | 15 |
| Activity | Recorded activity more than seven days ago | 5 |
| Activity | No recorded activity | 0 |
| Open opportunity | Expected amount of 10,000 or more | 15 |
| Open opportunity | Positive expected amount below 10,000 | 10 |
| Open opportunity | No open opportunity or no positive expected amount | 0 |
The source alternatives are mutually exclusive. The remaining points are added independently when their conditions apply. A total above 100 is displayed as 100.
Follow worked examples
A lead from Website with an email, phone, company, campaign, and activity within the last seven days earns 25 + 20 + 15 + 20 + 10 + 15 = 105 points. Talento displays 100 because the score is capped.
A lead with another populated source, an email, a company name, and activity older than seven days earns 15 + 20 + 20 + 5 = 60 points.
Know when the score changes
Talento recalculates and stores the score when a lead is created or edited and when it is qualified, discarded, or converted. During conversion, any open opportunity linked to the lead is included in the calculation.
The score does not update continuously as time passes. For example, recent activity can continue contributing 15 points until another save or lifecycle action recalculates the lead. A value entered manually in the web lead form is also replaced by the calculated value when the record is saved.
Know what does not affect the score
The calculation does not use the lead status, owner, contact name, job title, capture date, custom fields, number of notes, or historical conversion rates. It is a fixed set of rules, not a forecast trained from previous leads.
Use the score responsibly
Use the score to sort and filter the lead queue and to identify records that may be ready for follow-up. Review the lead itself before deciding what to do: its status, history, duplicates, context, and the quality of the commercial fit can matter even though they are not included in the score.