Deal Scoring

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Deal Scoring in ActiveCampaign

Introduction

Deal scoring is a powerful feature in ActiveCampaign that helps your sales team evaluate and prioritize the quality of deals in your pipeline. By assigning a numerical value to each deal, sales professionals can easily identify which deals are worth pursuing based on their score. This means that the higher the score, the better the deal is considered to be. Understanding deal scores can lead to more effective sales strategies, helping to maximize conversions and the overall efficiency of your sales process.

In this article, we'll provide an in-depth look at deal scoring, how to set it up, best practices for implementation, and common use cases that demonstrate its effectiveness in enhancing sales efforts.

How to Access This Feature

To access deal scoring in ActiveCampaign, navigate to the following:

1. Log in to your ActiveCampaign account. 2. On the left navigation menu, click on Contacts, then select Scoring. 3. Here, you will find options to manage your deal scores.

Step-by-Step Instructions

Follow these steps to create and manage deal scores effectively.

Creating a Static Deal Score

1. From the left menu, click on Contacts, then select Scoring. 2. Click on the Add a Score button. 3. Choose Deal Score from the options. 4. Click on Add New Rule to begin creating your scoring rule. 5. Use the segment builder to define the conditions that will award points. You can give your rule a title and description for clarity. 6. Once you have finished, click Active at the top right to enable the rule, and then hit Save.

Adding or Subtracting Points (Dynamic Scoring)

Dynamic scoring allows you to adjust deal scores based on repeated actions. To create this:

1. Access the Automations Overview page. 2. Click on New Automation, then choose Start from scratch and click Continue. 3. Select the trigger for your automation: Replies to an email trigger and click Continue. 4. Choose the option When a contact replies to a personal email. 5. Change the Runs setting to Multiple Times. This setting enables the automation to distribute points repeatedly. 6. Click Add Start. 7. In the next modal, click on CRM, then select Adjust score. 8. Use the dropdown menus to select the score you want to adjust, and specify whether to add, reduce, or set a specific value to the deal score. 9. Enter the number of points to be adjusted and configure the Expires setting to determine when the points drop off the score. 10. Specify which deal will be affected and select a corresponding pipeline. 11. Save your settings by clicking Save. 12. Type a name for the automation, and remember to click Active to turn it on.

Creating Automations Based on Deal Scores

You can set up automations triggered by specific deal scores:

1. Navigate to the Automations Overview page. 2. Click on New Automation and choose Start from Scratch and then Continue. 3. Select the Score Changes trigger and hit Continue. 4. Use the dropdowns to select the score that will trigger the automation and choose whether it runs once or multiple times. 5. Click on Add start to finalize.

Configuration Options and Settings

- **Deal Score**: This is the main numerical value assigned to a deal based on rules you create. - **Segment Builder**: A feature you use to establish rules for your deal scores based on specific deal conditions. - **Static Scoring**: This applies points to a deal only once based on defined criteria. - **Dynamic Scoring**: This allows points to be added/subtracted each time the specified rules are met within an automation. - **Expires Setting**: This option defines the duration for which points will remain associated with a deal score.

Best Practices and Tips

- Regularly review the scoring rules to ensure they align with your sales strategy and objectives. - Use deal scoring to create a priority list for your sales team, focusing their efforts on high-value deals. - Consider the overall automation strategy for dynamic scoring; combining triggers can help refine the scoring process. - Ensure that all team members understand how scores are derived to enhance engagement with the scoring system. - Test different rules and settings to identify the most effective scoring dynamics for your specific sales process.

Common Use Cases

- **Profile Leads**: Set a starting score of 100 points for all new leads, deducting points if a lead stagnates beyond a certain period. - **High-Value Leads**: Use combined scoring to assess leads based on their actions and engagement, such as responding to emails or completing forms. - **Deal Prioritization**: Quickly filter and sort deals by their scores to visualize which opportunities need immediate attention based on their potential value.

Troubleshooting

If you're experiencing issues with deal scores not updating or rules not applying as expected:

- Ensure that the rules are active and correctly configured with the desired conditions. - Verify your automation settings, particularly that they are set to run multiple times for dynamic scoring. - Check that your integrations, notably email accounts, are correctly connected to allow triggers based on lead actions. - Review the expiration settings to confirm if they are affecting the displayed scores unexpectedly.

Related Features

- Deals - Automation - CRM

FAQ

What is a deal score?

A deal score is a numerical value assigned to your deals, helping to evaluate their quality. Higher scores indicate better deals.

How can I create a deal score in ActiveCampaign?

Deal scores can be created under the Scoring section in the Contacts menu by selecting Add a Score and choosing Deal Score.

What are static and dynamic scoring?

Static scoring applies points to a deal once based on defined rules, while dynamic scoring allows points to be adjusted multiple times based on repeat conditions.

Can I automate notifications when a deal reaches a specific score?

Yes, you can set up automations triggered by score changes to notify team members when a deal reaches a particular score.

Is there a limit to the number of deal scores I can create?

There is no limit to the number of deal scores you can create in your ActiveCampaign account.

How can deal scores help my sales team?

Deal scores provide valuable insights into which deals are worth pursuing, allowing your team to focus efforts on high-value opportunities.

What should I do if my deal scores are not updating?

Check the configurations for your scoring rules, ensure automations are set to run correctly, and verify the connections between your integrations. ```