Lead scores: points for who they are and what they did

A lead score adds up points. Some come from what the record says, some from what has happened lately, and the total is kept on the record as an ordinary number.

1. Add the field

Go to Settings ▸ Objects & fields, open the record type (usually Contacts), click Add field, give it a name and choose Lead score. A suggested set of rules is filled in to start from.

2. The rules

• Field rules give points when the record matches conditions, the same ones lists and flows use: Job title contains Director, +30.
• Activity rules give points each time something happened: they replied to an email, had a meeting or a call, filled in a form, clicked a link in one of your emails, or opened one. Each counts only in the last so many days, at most so many times, and can halve every so many days so recent activity counts most.

Points can be negative, to take some away. Opens count least by default: some email apps open every message automatically.

3. How it stays up to date

Every record's score is worked out in the background a minute or two after you save, and again every few hours so fading moves. Changing the rules, or clicking Recalculate now on the field, works every record out again straight away.

Using it

The score can't be typed over or imported. Everything else works as for any number: add it as a column and sort by it, filter a view to score above 50, use it in a list or a report, or start a flow when a record's score changes.

Why is this 45?

On a record, click Why? beside the score. It lists each rule that gave points and how many times it counted. You can also ask the assistant why a record has its score.