--- title: "Lead Grading & Scoring" description: "Lead grading automatically scores and categorizes leads based on their form responses, helping you prioritize follow-ups and identify your best prospects." url: https://help.salescal.ai/en/articles/11-lead-grading-and-scoring collection: "Events" updated: 2026-10-19 language: en --- # 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
0.5x	Low importance
1.0x	Standard importance
1.5x	Above average importance
2.0x	High importance
2.5x	Very high importance
3.0x	Critical importance

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

Points	Quality Indicator
1-3	Low quality / poor fit
4-6	Moderate quality
7-8	Good quality
9-10	Excellent quality / ideal fit

## 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)

Response	Points
Under $5,000	2
$5,000 - $10,000	5
$10,000 - $25,000	8
$25,000+	10

### Example: Timeline Field Scoring **Field:** "When do you need to start?" **Weight:** 1.5x (above average)

Response	Points
Just researching	2
3-6 months	5
1-3 months	8
Immediately	10

## 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:

Grade	Score Range	Color	Description
Fruit	9-10	Green	Highest quality, ready to close
Ripe	7-8	Light Green	High quality, strong potential
Growing	4-6	Yellow	Moderate quality, needs nurturing
Seeding	0-3	Orange	Low quality, early stage

## 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

Field	Weight	High Score (8-10)	Low Score (1-3)
Company Size	2.0x	50+ employees	<10 employees
Budget	2.5x	$10k+/month	<$1k/month
Timeline	1.5x	This month	6+ months
Current Solution	1.0x	Competitor	None

### Coaching/Consulting

Field	Weight	High Score (8-10)	Low Score (1-3)
Investment Ready	2.0x	Yes, committed	Just exploring
Revenue	1.5x	$500k+	<$50k
Urgency	1.5x	Need help now	No rush
Referral Source	1.0x	Client referral	Social media

## 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](https://help.salescal.ai/en/articles/6971f0f407a55ac789b74556.md) - Create scorable fields - [Qualification Rules](https://help.salescal.ai/en/articles/6971d4beadf15e864420da21.md) - Filter before scoring - [Managing Leads](https://help.salescal.ai/en/articles/6971f424a951f7764ab0e99a.md) - View and filter by grade