Lead scoring: Hot / Warm / Cold, automatically
Last updated 2026-10-15
Profile points (company size, industry, source…), engagement points (calls, meetings…), and inactivity decay add up to a score. Hot ≥ 70, Warm ≥ 40 by default — sales starts with the hot pile.
Every lead gets a score out of 100, computed the moment something changes — no one has to grade anything by hand. The score column in the lead list shows the number and a Hot / Warm / Cold badge, so a salesperson opening the list in the morning knows exactly which pile to work first.
How the score is built#
- Profile points — who the lead is: employees (500+ is 25 pts), annual revenue, industry (logistics 15, e-commerce 12…), source (referral 15, website 10, cold call 3…), plus points for having a phone, email and contact name.
- Engagement points — what the lead did: a meeting is 10 pts, a call 8, an email 3, a note 2, a task 1, capped at 40 so one chatty lead cannot buy its way to Hot.
- Decay — silence costs: 30 days with no activity is −10, 60 days is −20. Old leads sink on their own.
Tune it in Scoring settings#
- The whole rules table is editable: thresholds (Hot 70 / Warm 40 by default), every point value, the engagement cap and the decay penalties. Warm must be less than Hot — the page refuses anything else.
- Changed your mind about what "hot" means? Edit the rules, then hit "Rescore all leads" — every lead is re-graded in one go.
Start with the defaults for two weeks, then move the thresholds to match your team's close rate: if everything is "Hot", raise the bar until Hot really means "call today".