How can I evaluate how my lead scoring is going? Is there a report that I can pull that will tell me what contact are in different stages of the scoring process? I'm really just trying to get an overview of how my new scoring is going.
I suggest you export all the data with the column "lead score" and then analyze it to decide how your scoring rules are performing and whether somethings need to be updated.
You can look for trends around the following:
1. See the value of Lead score against " became an opportunity date"
2. See the number of leads that became an MQL based on " scoring" and what % became SQLs or were rejected by sales
3. Deep dive into your sales rejected MQLs and look at their scoring patterns ( you might have to look into individual leads so understand the full picture). This will really give you an idea about how scoring affects sales 4. Look at the MQLs that have a high MQL to opp conversion rate. What is the scoring trend for those? Maybe you can increase scoring for a few things that these MQLs interacted with.
Next is to ask your sales reps. What lead sources are they most happy about. What are the scoring applied to those lead sources? Is it consistent with your findings from the above analysis? Be careful when you do this analysis now because some trends could be temporary effects of COVID.
Hope this helps Thank you. -AM8 #Did my post help answer your query? Help the Community by marking it as a solution.
I suggest you export all the data with the column "lead score" and then analyze it to decide how your scoring rules are performing and whether somethings need to be updated.
You can look for trends around the following:
1. See the value of Lead score against " became an opportunity date"
2. See the number of leads that became an MQL based on " scoring" and what % became SQLs or were rejected by sales
3. Deep dive into your sales rejected MQLs and look at their scoring patterns ( you might have to look into individual leads so understand the full picture). This will really give you an idea about how scoring affects sales 4. Look at the MQLs that have a high MQL to opp conversion rate. What is the scoring trend for those? Maybe you can increase scoring for a few things that these MQLs interacted with.
Next is to ask your sales reps. What lead sources are they most happy about. What are the scoring applied to those lead sources? Is it consistent with your findings from the above analysis? Be careful when you do this analysis now because some trends could be temporary effects of COVID.
Hope this helps Thank you. -AM8 #Did my post help answer your query? Help the Community by marking it as a solution.