How to Set Up Lead Scoring for Your Sales Team
TL;DR
Define three scores (Fit, Intent, Quality), each 0–100, with transparent weights. Assign grades A–F using a fixed matrix. Start with Leadkaun defaults; customise per ICP only after 30 days of data.
The bet behind the playbook.
Lead scoring is the decision layer on top of your pipeline — it tells your rep who to call first. Done right, it consistently converts Grade A leads better than working an ungraded pipeline. Done wrong (single-number black-box AI scores), reps don't trust the output and revert to gut feel.
Gather these before you start.
- A rough ICP — at minimum: target industry, geography, company size
- 30 days of historical closed-won deal data (or industry benchmarks if new)
- Rep consensus on 3–5 intent signals that matter in your workflow
Run it in order.
- 01
Define Fit weights
Total 100 points across: industry (30), geography (20), business type (20), role (15), budget (15). Adjust within your team — a real estate team might weight geography higher.
- 02
Define Intent signals + weights
Source baseline (referral 60, organic 50, paid ad 30). Call signal +15. WhatsApp reply +10. Meeting booked +25. Intent decay −3/day after threshold.
- 03
Define Quality gate
Valid phone (30), email (15), company name (15), inquiry clarity (20), source reliability (10), junk penalty (up to −10). Quality < 20 = auto-Grade F.
- 04
Define grade matrix
Grade A: F≥65 + I≥60 + Q≥60. Grade B: F≥55 + I≥40 + Q≥50. Grade C: F≥40 + I≥25 + Q≥35. Grade D: F≥20 + I≥10 + Q≥20. Grade F: Q<20.
- 05
Apply to existing leads
Score every open lead by hand initially. Verify distribution: ~15% A, ~25% B, ~35% C, ~15% D, ~10% F is a healthy shape. If you're 50% A, your Fit weights are too lenient.
- 06
Communicate grades to reps
Every rep should know what Grade A means and the SLA (24 hours). Post the grade matrix in the sales room.
- 07
Refine after 30 days
Pull conversion data by grade. If Grade A converts <15%, weights need tightening. If Grade C converts >8%, weights are too strict.
Where teams usually slip.
- Using a single black-box AI score — reps don't trust what they can't explain
- Setting Intent without decay — queue fills with permanently-stale Grade A leads
- Tuning weights before seeing 30 days of data
Questions teams ask mid-rollout.
This is the product behind the page.
Every lead graded A–F, a live Priority Queue per rep, and the ₹ at risk surfaced in real rupees — set up the same day.
Want this running automatically?
Leadkaun automates the workflow above the same day — no spreadsheet maintenance, no manual updates, no ops overhead.