This Slideshare presentation is a partial preview of the full business document. To view and download the full document, please go here: http://flevy.com/browse/business-document/lead-scoring-template-440 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.

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. 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. 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