Score Evolution
Short definition
An append-only timeline of every score change on a lead, with grade, confidence and all three sub-scores frozen as they were at that moment.
01In practice
How teams actually use it.
Scores that move without explanation are scores nobody trusts. If a rep opens a lead that was Grade A yesterday and finds it Grade C today, the useful response is not reassurance. It is showing them what happened. Leadkaun writes every score change to a timeline that is only ever appended to, freezing the grade, the confidence reading and all three sub-scores at each event. A drop traces back to its cause: intent decayed after a fortnight of silence, a duplicate was detected, or the customer profile changed and the whole book was re-graded. This is also the honest answer to the question buyers ask and vendors usually dodge, what happens if your scoring is wrong. A frozen history is what lets you go back and check whether the grades predicted the outcomes.
02Worked examples
Three ways it shows up.
- 01
A Grade A lead drops to B after two weeks of silence; the timeline shows intent decay, not a scoring error.
- 02
After an ICP change, the timeline shows which leads were re-graded and by how much.
Go deeper on score evolution
03Check it yourself
How to tell where you actually stand.
A grade is a snapshot; the change between snapshots is usually the more useful signal.
- 01Pick five leads that converted and five that went cold.
- 02Reconstruct what you knew about each a fortnight before the outcome.
- 03If you cannot reconstruct it, you cannot yet learn from the difference.
04Related terms
Neighbours in the glossary.
Intent Decay
The automatic drop in a lead's Intent Score over time with no engagement, typically −3 points per day after an engagement threshold.
Confidence Score
A 0–100 read of how much is actually known about a lead, separate from its grade, which says how good the lead is.
Lead Scoring
A system that ranks every lead by how likely they are to convert, typically across three dimensions: Fit (ICP match), Intent (engagement), Quality (data reliability).
Loss Analysis
An Analytics card showing stale leads by ₹ value and by rep manager's 1:1 prep material.
→From definitions to doing
Stop defining. Start scoring.
Leadkaun puts these concepts into practice, A–F grading, Priority Queue, Missed ₹. Setup the same day.