Lead Grading & Scoring

Lead grading automatically scores and categorizes leads based on their form responses, helping you prioritize follow-ups and identify your best prospects.

How Lead Scoring Works

1. You configure scoring fields with weighted point values

2. Prospect submits the booking form

3. System calculates a score based on their responses

4. Score is converted to a grade (Fruit, Ripe, Growing, Seeding)

5. Grade is displayed on the lead record

Enabling Lead Grading

1. Go to your event settings

2. Find the Lead Grading section

3. Toggle Enable Lead Grading on

4. Configure your scoring fields

Scoring Components

Scoring Fields

Select which form fields contribute to the lead score. Each field can have:

• Weight: How important this field is (0.5x to 3.0x)

• Rules: Point values for different responses

Weights

Multiply the field's points by this factor:

Weight

Description

Point Rules

Assign points (1-10) based on the response:

Points

Quality Indicator

Configuring Scoring Fields

1. Click Add Scoring Field

2. Select the form field to score

3. Set the weight (importance)

4. Add scoring rules:

   • Operator: How to match the response

   • Value: What to match against

   • Points: Score to assign (1-10)

5. Add rules for each possible response

Example: Budget Field Scoring

Field: "What's your budget?" Weight: 2.0x (high importance)

Example: Timeline Field Scoring

Field: "When do you need to start?" Weight: 1.5x (above average)

Score Calculation

The final score is a weighted average:

Score = Sum(Field Points × Field Weight) / Sum(All Weights)

Example:

• Budget: 8 points × 2.0 weight = 16 weighted points

• Timeline: 10 points × 1.5 weight = 15 weighted points

• Company Size: 6 points × 1.0 weight = 6 weighted points

Total weighted points: 16 + 15 + 6 = 37 Total weights: 2.0 + 1.5 + 1.0 = 4.5 Final Score: 37 / 4.5 = 8.2

Grade Tiers

Scores are converted to grades:

Viewing Lead Scores

Lead scores appear in several places:

1. Leads List: Grade badge displayed with each lead

2. Lead Details: Full score breakdown

3. Meetings List: Grade shown for booked meetings

4. CRM: Synced to GoHighLevel if connected

Customizing Grade Labels

You can customize the grade tiers:

1. Go to Lead Grading settings

2. Click Customize Grades

3. Modify:

   • Grade labels (e.g., "Hot", "Warm", "Cool", "Cold")

   • Score thresholds

   • Colors

   • Emojis (optional)

4. Save changes

Best Practices

Choose the Right Fields

• Use fields that indicate buying intent

• Budget and timeline are typically most predictive

• Avoid subjective fields like "describe your goals"

Set Realistic Weights

• Don't make everything high weight

• Reserve 2.5x+ for truly critical factors

• Start with 1.0x and adjust based on results

Cover All Responses

• Create rules for every dropdown/radio option

• Ensure no responses are left unscored

• Test with sample submissions

Review and Adjust

• Monitor which scores correlate with closed deals

• Adjust weights based on actual outcomes

• Refine scoring rules quarterly

Scoring Strategy Examples

B2B SaaS Sales

Coaching/Consulting

Troubleshooting

All Leads Getting Same Score

• Check that scoring rules cover different response values

• Verify weights are varied appropriately

• Ensure multiple fields are being scored

Scores Seem Off

• Review the calculation logic

• Check for missing rules on some responses

• Verify weights align with actual importance

Grades Not Showing

• Confirm lead grading is enabled

• Check that at least one scoring field is configured

• Verify the lead submitted after grading was enabled

Related Guides

• Custom Form Fields - Create scorable fields

• Qualification Rules - Filter before scoring

• Managing Leads - View and filter by grade