Score Evolution
A grade that changes
should say why.
A number that moves on its own is a number reps stop trusting. Score Evolution keeps an append-only timeline of every change, grade, confidence and all three sub-scores frozen at each event, so a drop from A to C traces to the exact thing that caused it.
Priya Sharma · score history
append-only14 days silent, intent decayed
One reply, then quiet
New enquiry, strong ICP fit
Illustrative. Each event freezes the full score state as it was at that moment.
01The live product
Open a lead and read its whole history.
This is the actual lead view. Log a call or a WhatsApp reply and watch a new event append to the timeline, with the grade and sub-scores it produced.
Lead3Priya Sharma
Sunrise RealtyWebsite formQualified
₹42L
Expected
Lead Score
Fit
33/40
Intent
22/30
Quality
26/30
Total 81/100 · Grade A needs Fit 65, Intent 60, Quality 60
Inquiry / Notes
Asked for pricing on WhatsApp
Lead imported and graded
on arrival
Details
Phone
+91 981000 100021
priya@sunriserealty.in
Source
Website form
Assigned to
Aditya Rane
Added
14 Apr
First contact
not yet
Score Evolution
Quick answer
What is Score Evolution and why did a lead's grade change?
Score Evolution is an append-only timeline of every score change on a lead. Each event freezes the grade, confidence and sub-scores as they were, so a drop from A to C names its cause, usually intent decay after silence, sometimes a duplicate or an ICP change. It is a scoring history, not a compliance audit trail, and we do not claim it as one.
02What it holds
Reps stop trusting numbers that move on their own.
The fix is not fewer changes; it is a reason attached to every one. Four things the timeline keeps.
Every change, in order
Each score event is appended, never overwritten, so the record of how a lead moved survives the lead moving.
State as it was
Grade, confidence and all three sub-scores are captured at the moment of the change, not recomputed later.
Why it dropped
Intent decay after silence, a duplicate detected, or an ICP change that re-graded the book. Each looks different.
Did the grades predict the outcome?
Frozen history is the only way to check whether your scoring was right, rather than assuming it.
03A worked example
Grade A yesterday, Grade C today.
Nobody touched the lead, and that is exactly the problem, silence is a signal. Intent falls as a lead goes quiet, so a fortnight without a reply moves the grade on its own. The timeline names it, so a rep sees a cause instead of a mystery.
Fit 82 · Intent 70 · Quality 60
New enquiry, strong ICP fit
Fit 82 · Intent 48 · Quality 60
One reply, then quiet
Fit 82 · Intent 22 · Quality 60
14 days silent, intent decayed
Fit and Quality held. Only Intent moved, and the timeline says so.
04An honest boundary
A scoring history. Not a compliance audit trail.
What it is
A record of why a grade moved, that reps and managers can read.
Append-only, so it holds up as evidence when you back-test grades against closed deals.
What we won't claim
Tamper-evidence or retention guarantees for a compliance regime.
Calling it a compliance audit trail would imply promises we have not made. So we don't.
05In their words
A rep will not act on a grade they cannot explain.
Before
Forty portal enquiries a day, and the one we called first was whoever had messaged most recently.
“We were never short of leads. We were short of an order to work them in. The first morning the queue told us to call a site visit from nine days ago before any of the fresh ones, and that settled an argument we had been having for two years.”
Mandar Deshpande
Director of Sales, Vaastavik Realty
Pune · Real estate
06FAQ
History questions.
07Works with
The timeline records the score. Here's what it records.
Product mechanics, published in full at /methodology
Append-only
Every change kept, never overwritten
Frozen state
Grade + sub-scores captured as they were
Named cause
Decay, dedup or ICP change, labelled
Back-testable
Check grades against real outcomes
08 · Ready when you are
Give every grade a reason reps can read.
Import your leads. From the first score onward, every change is recorded, so nobody has to guess why a grade moved.
Free ₹0 · no card · same-day setup