Lead Scoring Template
Instructions
Use this tool to analyze your leads to determine their value to your organization.

Gra...
Lead Scoring Template
Profile
Lead Scoring Criteria
Weighting Scale

Activities

Company

Buying Cycle

Contact

Interest
...
Lead Scoring Template
Profile

Activities

Account Score

Company

Buying Cycle

Contact

Interest

Actions

Recent

Weigh...
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Lead Scoring Template

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Lead scoring is a method of quantifying the value of a sales lead by categorizing its probability to generate revenue. With this information, Sales executives and managers can manage their pipeline more effectively by optimizing sales resource allocation. Lead scoring can rapidly improve the relationship between Marketing and Sales by driving measurable revenues.

This Excel-based Lead Scoring Template helps you analyze leads and identify strong prospects. The best possible score for a lead is 100, which is based on 6 criteria for evaluating explicit and implicit need for your product or service.

In this Lead Scoring Template, the first step is to define the criteria you will be using and the weighting scale. The criteria are divided into two major categories, profile and activities. Once you have defined your criteria, continue to the lead scoring tab, list all of your leads, and begin scoring them on scale of 1 to 10. The value in parentheses is the maximum value that can be granted for that particular category. Depending on the score you should determine whether your contacts are an A lead, B lead or a C lead.

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Lead Scoring Template

  1. 1. Lead Scoring Template Instructions Use this tool to analyze your leads to determine their value to your organization. Grading Scale 1. In the "Weighting" tab, set the weighting for each category. Feel free to customize the weighting as you see fit. A - Lead Score (8 - 10) 2. In the "Lead Scoring" tab, rate your leads based on each category on a scale of 1-10. (1-low, 10-high) B - Lead Score (6 - 7) 3. Grade each lead based on the Grading Scale on the right side of this worksheet. C - Lead Score (0 - 5) 4. Develop a sales plan for all "A" and "B" accounts to identify sales opportunities. 5. Place "C" leads on an automated lead nurturing campaign.
  2. 2. Lead Scoring Template Profile Lead Scoring Criteria Weighting Scale Activities Company Buying Cycle Contact Interest Actions Recent Total 5% 15% 15% 25% 25% 15% 100% Ranking Critieria: Definitions: Company Does this prospect work for a company that is in your target industry and size? Buying Cycle What stage of the buying cycle (research, budgeting, vendor selection) is your prospect in? Contact How senior is your contact? Are they a decision-maker, influencer, or end user? Interest Did the prospect demonstrate keen interest in your offering? Actions Has the prospect taken any action to show intent such as download whitepaper, view webcast, visit website, etc? Recent How long ago was the prospect acquired? Have they responded to any marketing recently?
  3. 3. Lead Scoring Template Profile Activities Account Score Company Buying Cycle Contact Interest Actions Recent Weighted Total Grade Weighting 5% 15% 15% 25% 25% 15% Out of 10 A, B, C Lead 1 7 9 9 8 7 10 8.3 A Lead 2 10 9 6 5 6 10 7.0 A Lead 3 7 6 9 8 6 10 7.6 A Lead 4 7 6 8 8 4 10 7.0 A Lead 5 8 6 8 7 8 7 7.3 A Lead 6 10 6 5 3 5 10 5.7 A Lead 7 9 6 6 6 7 7 6.6 A Lead 8 8 5 6 6 7 7 6.4 B Lead 9 4 4 8 5 9 7 6.6 B Lead 10 6 6 8 7 9 3 6.9 B Lead 11 9 3 5 7 4 7 5.5 B Lead 12 5 9 3 6 8 5 6.3 B Lead 13 5 6 9 10 7 2 7.1 C Lead 14 7 2 7 6 4 7 5.3 C Lead 15 8 6 2 7 2 7 4.9 C List of Accounts

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