Lead Scoring Models
How leads are scored: weighted rules on what a lead is and what it has done, or a model trained from the leads you converted and lost. One is active; grades A-D, and what happens at each threshold.
Where to find it
- Module: CRM
- Group: Marketing & Pipeline
- Section: Lead Scoring
- Screen: Lead Scoring Models
Address in the console: /crm/lead-scoring-models
List · 11 columns · 12 fields on its form · 1 of them required · 5 actions
What the list shows
These are the columns of the list, in the order they are drawn. Any of them can be sorted on, filtered on, hidden, or exported.
| Column | Kind | Field name |
|---|---|---|
| Model | Code | model_no |
| Name | Text | name |
| Kind | Status | kind |
| Rules | Number | rules |
| Holdout AUC | Number | holdout_auc |
| Trained on | Number | trained_on |
| Qualify at | Number | qualify_threshold |
| Route at | Number | route_threshold |
| Route to | Text | route_to_name |
| Active | Yes or no | is_active |
| Status | Status | status |
The form
What is asked for when a record is created here. Required fields are marked; a choice drawn from a configuration list is one an administrator can extend without a release.
| Field | Type | Choices | Notes |
|---|---|---|---|
| Name required | Text | ||
| Kind | Choice | rules, logistic | Rules: points you set. Logistic: weights learnt from converted and lost leads. |
| Grade A from | Number | ||
| Grade B from | Number | ||
| Grade C from | Number | ||
| Qualify automatically | Yes or no | ||
| Qualify at score | Number | ||
| Route at score | Number | ||
| Route to | Choice | Looked up from existing records | |
| Engagement half-life (days) | Number | An activity this old counts half; twice as old, a quarter. | |
| Rescore when a lead changes | Yes or no | ||
| Description | Long text |
What you can do here
Train
Learn the weights from converted and lost leads
Asks for: Held back for testing (%)
Activate primary
Asks for confirmation: Score every lead with this model from now on?
Deactivate
Asks for confirmation: Switch this model off? Scores fall back to the original rule.
Rescore all
Asks for confirmation: Rescore every open lead now?
Coefficients
The trained weights and the holdout test
The rules that apply here
Everything on this screen obeys the platform rules rather than rules of its own. The ones worth knowing before you use it:
- Narrowing a list — search, conditions, sort, totals, export and saved views.
- What may be changed — the five grounds a record may not be edited on.
- Companies and business units — what the switcher above this list is doing to it.
- Creating a record — required fields, where choices come from, and how the number is allocated.
- Importing a spreadsheet — this screen accepts one, and it runs through the same rules as typing.