Lead Engagement Score: Making it actionable

[alexagatiss]

Hi guys, how do I make lead engagement score actionable? I set it up so there is now a visible score. However, I want reps to be notified and be able to see when someone reaches a certain score threshold. This seems like I could potentially do this in workflows. Additionally, can it also be linked to the sales workplace? I was thinking that once they reach a certain threshold, they get moved into the workplace and the associated account rep is notified. We have one sales seat that is a generic account that isn't owned by anyone so for that account, I would like all of the sales reps to be notified that they can go into the "fishtank" and grab a lead from that account. Can someone walk me through how to set this up? Or does anyone have experience with this and can help with best practices? I don't know how other companies are taking the lead engagement score and making it actionable rather than just a number that is next to the name. Right now we have contacts with lead score 100, but since no one is being notified, there is no action being taken and they aren't being nutured.

[karstenkoehler · Accepted solution]

Hi @alexagatiss,

There are a few things you could do to make it actionable:

• Use a workflow that enrolls records when they exceed a certain score threshold AND when they're not owned by the generic account AND when they're not yet worked by sales (e.g. Lifecycle stage is any of Lead or MQL), then send them an email notification about the reached score, their recent conversion, their last page seen etc.
• Similarly, you could use the same enrollment criteria to then rotate records owned by the generic account to your actual sales people: https://knowledge.hubspot.com/records/how-to-set-a-record-owner#rotate-records-between-multiple-owne...
• Alternatively, if you want to let sales reps pick records from a pool, create a filtered view of records owned by the generic user and edit columns for the score and other helpful information, then sort the view by the score so that records with the highest score are up to. Save the filtered view and share it with reps: https://knowledge.hubspot.com/records/manage-index-page-types-and-tabs - they can now open it whenever they want new good leads and pick the ones at the top of the list.
• You can also adjust the view so that it shows records where the record owner is the generic user OR where the record owner is 'Me' - so that the sales reps see the pool and their own hot contacts.

Best regards!

[SealaB]

Hey there, @alexagatiss - 

I found a few similar asks - this one specifically has an absolutely great response from @karstenkoehler that would be beneficial to look into for next steps/best practices. If you have specific steps of the process where you're getting stuck or needing more advise, you can let us know here or potentially reach out to one of HubSpot's Solution Architects if you're wanting someone to build this as well. 

Additionally, I might suggest looking further into HubSpot's new Prospecting Agent if you're open to having an AI worker on your team.
Hope this helps!