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'''Navigation:''' [[Main_Page]] > [[Deals]] > Deal Scoring
'''Navigation:''' [[Main_Page]] > [[Deals]] > Deal Scoring


= Deal Scoring in ActiveCampaign =
== Deal Scoring in ActiveCampaign ==


== Introduction ==
=== Introduction ===
Deal scoring is a feature in ActiveCampaign that allows users to evaluate and prioritize the quality of their deals through a numerical value. This scoring mechanism helps sales teams focus on high-value opportunities, ultimately leading to increased closure rates. With deal scores, businesses can strategically assess leads based on predefined rules and behaviors, enhancing sales efficiency and effectiveness.


'''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.
=== How to Access Deal Scoring ===
To access the deal scoring feature in ActiveCampaign, navigate to your dashboard and follow these steps:


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.
1. Click on '''Contacts''' in the left menu.
2. Select '''Scoring'''.
3. Here, you will find the options to manage your deal scores, including creating new scores and modifying existing ones.


== How to Access This Feature ==
=== Step-by-Step Instructions ===


To access deal scoring in ActiveCampaign, navigate to the following:
==== How to Create a Static Deal Score ====
Static deal scores are rules that are applied only once to a deal, regardless of how many times a deal meets the criteria of the rules. To create a static deal score:


1. Log in to your ActiveCampaign account.
1. Click '''Contacts''' > '''Scoring''' on the left menu.
2. On the left navigation menu, click on '''Contacts''', then select '''Scoring'''.
2. Click the '''Add a Score''' button.
3. Here, you will find options to manage your deal scores.
3. Choose '''Deal Score'''.
4. Click '''Add New Rule''' to create your rule.
5. Use the '''segment builder''' to construct the rule. You can assign a title and description for clarity.
6. Once your rule is complete, click '''Active''' at the top right, and then click '''Save''' to finalize.


== Step-by-Step Instructions ==
==== How to Add or Subtract Repeating Point Values (Dynamic Scoring) ====
Dynamic deal scores allow you to adjust scores based on ongoing behaviors. To set up dynamic scoring:


Follow these steps to create and manage deal scores effectively.
1. On the Automations Overview page, click '''New Automation'''.
2. Choose '''Start from scratch''' and click '''Continue'''.
3. In the modal, select the '''Replies to an email trigger''' and proceed by clicking '''Continue'''.
4. Change the '''Runs''' setting to '''Multiple Times''' to enable repeated score adjustments.
5. Click '''Add Start''' to integrate your initial trigger step.
6. Next, select the action to adjust the score by clicking '''CRM''' and then '''Adjust score'''.
7. In the ensuing modal window:
  - Select the score you wish to adjust.
  - Indicate whether you wish to add, reduce, or set a specific value to the deal score.
  - Specify the number of points.
8. Use the '''Expires''' setting to define a timeframe for which the points remain valid.
9. Choose the applicable deal and select a pipeline.
10. Click '''Save''' to apply your adjustments.
11. Name your automation and click '''Active''' to turn it on.


=== Creating a Static Deal Score ===
==== Beginning Automations Based on Deal Scores ====
You can trigger automations based on certain deal scores reached by leads. To create such an automation:


1. From the left menu, click on '''Contacts''', then select '''Scoring'''.
1. From the Automations Overview page, click '''New Automation'''.
2. Click on the '''Add a Score''' button.
2. Select the '''Start from Scratch''' option, then click '''Continue'''.
3. Choose '''Deal Score''' from the options.
3. Choose the '''Score Changes''' trigger and click '''Continue'''.
4. Click on '''Add New Rule''' to begin creating your scoring rule.
4. Set the specific score that should initiate the automation and whether it runs once or multiple times.
5. Use the '''segment builder''' to define the conditions that will award points. You can give your rule a title and description for clarity.
5. Click '''Add Start''' to complete the setup.
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) ===
=== Configuration Options and Settings ===
Deal scoring offers flexibility with various configuration options that cater to business needs:
- '''Static Scoring''' vs. '''Dynamic Scoring''': Choose between applying scores just once or repeating adjustments.
- '''Segment Builder''': Utilize this tool to define complex criteria for scoring.
- '''Expires Setting''': Determine when scores will dissolve, ensuring timely evaluations of deals.
- Customizable rules and scoring settings provide adaptability for unique business models.


Dynamic scoring allows you to adjust deal scores based on repeated actions. To create this:
=== Best Practices and Tips ===
Here are some best practices to consider with deal scoring:
- Establish clear, defined rules for scoring that align with your sales strategy.
- Regularly review and update your scoring criteria to reflect market and business changes.
- Use deal scores in conjunction with your sales funnel to identify leads that need immediate attention.
- Train your sales team to understand how to utilize deal scores in their daily workflows effectively.


1. Access the '''Automations Overview''' page.
=== Common Use Cases with Examples ===
2. Click on '''New Automation''', then choose '''Start from scratch''' and click '''Continue'''.
- **Lead Profiling**: Score every new lead entering your pipeline with a default of 100 points, and set rules to deduct points for inactivity, thus helping your team prioritize engagement.
3. Select the trigger for your automation: '''Replies to an email trigger''' and click '''Continue'''.
- **High-Value Lead Identification**: Create scoring rules to summarize leads that have engaged with communications and submitted applications, allowing for targeted follow-ups.
4. Choose the option '''When a contact replies to a personal email'''.
- **Action-Based Lead Scoring**: Automate score adjustments for leads who enter specific workflows, enhancing focus on the most promising deals.
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 ===
=== Troubleshooting Section ===
If you encounter issues with deal scoring, consider the following troubleshooting steps:
- **Score Not Updating**: Ensure your rules are active and that the automation settings are correct.
- **Point Adjustment Issues**: Verify that triggers specified for score adjustments are functioning as expected and correctly firing.
- **Automation Not Triggering**: Double-check the scoring trigger settings and ensure they align with current deal values.


You can set up automations triggered by specific deal scores:
=== Related Features ===
For further refinement of your sales processes, consider exploring:
- [[Deals]]: Understand the broader context of how deals function within ActiveCampaign.
- [[Pipelines]]: Learn how to manage all your deals effectively through pipeline management.


1. Navigate to the '''Automations Overview''' page.
=== FAQ ===
2. Click on '''New Automation''' and choose '''Start from Scratch''' and then '''Continue'''.
'''Q1: What is a deal score?'''
3. Select the '''Score Changes''' trigger and hit '''Continue'''.
A: A deal score is a numerical value assigned to deals within ActiveCampaign, helping to rank and prioritize them based on rules defined by users.
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 ==
'''Q2: Can I have multiple deal scores?'''
A: Yes, there is no limit to the number of deal scores you can create within your account.


- **Deal Score**: This is the main numerical value assigned to a deal based on rules you create.
'''Q3: What is the difference between static and dynamic scoring?'''
- **Segment Builder**: A feature you use to establish rules for your deal scores based on specific deal conditions.
A: Static scoring applies the score only once per deal, while dynamic scoring adjusts points each time a deal meets specified criteria through automations.
- **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 ==
'''Q4: How do I filter deals by deal score?'''
A: To filter deals, click '''Deals''' on the left menu, add a filter in '''Deal Details''', and select the deal score you wish to apply.


- Regularly review the scoring rules to ensure they align with your sales strategy and objectives.
'''Q5: Can I automate notifications based on deal scores?'''
- Use deal scoring to create a priority list for your sales team, focusing their efforts on high-value deals.
A: Yes, you can create automations that trigger notifications when a deal reaches a specific score.
- 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 ==
'''Q6: What happens to points when they expire?'''
A: Points will drop off the deal score once the expiration timeframe defined in the '''Expires''' setting elapses.


- **Profile Leads**: Set a starting score of 100 points for all new leads, deducting points if a lead stagnates beyond a certain period.
'''Q7: Where can I access the segment builder for scoring rules?'''
- **High-Value Leads**: Use combined scoring to assess leads based on their actions and engagement, such as responding to emails or completing forms.
A: The segment builder can be accessed during the creation of your scoring rules when you select add new rules in deal scoring.
- **Deal Prioritization**: Quickly filter and sort deals by their scores to visualize which opportunities need immediate attention based on their potential value.


== Troubleshooting ==
With these insights, deal scoring in ActiveCampaign can significantly enhance your sales strategy, helping prioritize opportunities and improving the overall efficiency of your sales team.
 
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.
```
```

Revision as of 13:54, 3 November 2025

``` Navigation: Main_Page > Deals > Deal Scoring

Deal Scoring in ActiveCampaign

Introduction

Deal scoring is a feature in ActiveCampaign that allows users to evaluate and prioritize the quality of their deals through a numerical value. This scoring mechanism helps sales teams focus on high-value opportunities, ultimately leading to increased closure rates. With deal scores, businesses can strategically assess leads based on predefined rules and behaviors, enhancing sales efficiency and effectiveness.

How to Access Deal Scoring

To access the deal scoring feature in ActiveCampaign, navigate to your dashboard and follow these steps:

1. Click on Contacts in the left menu. 2. Select Scoring. 3. Here, you will find the options to manage your deal scores, including creating new scores and modifying existing ones.

Step-by-Step Instructions

How to Create a Static Deal Score

Static deal scores are rules that are applied only once to a deal, regardless of how many times a deal meets the criteria of the rules. To create a static deal score:

1. Click Contacts > Scoring on the left menu. 2. Click the Add a Score button. 3. Choose Deal Score. 4. Click Add New Rule to create your rule. 5. Use the segment builder to construct the rule. You can assign a title and description for clarity. 6. Once your rule is complete, click Active at the top right, and then click Save to finalize.

How to Add or Subtract Repeating Point Values (Dynamic Scoring)

Dynamic deal scores allow you to adjust scores based on ongoing behaviors. To set up dynamic scoring:

1. On the Automations Overview page, click New Automation. 2. Choose Start from scratch and click Continue. 3. In the modal, select the Replies to an email trigger and proceed by clicking Continue. 4. Change the Runs setting to Multiple Times to enable repeated score adjustments. 5. Click Add Start to integrate your initial trigger step. 6. Next, select the action to adjust the score by clicking CRM and then Adjust score. 7. In the ensuing modal window: 

  - Select the score you wish to adjust.
  - Indicate whether you wish to add, reduce, or set a specific value to the deal score.
  - Specify the number of points.

8. Use the Expires setting to define a timeframe for which the points remain valid. 9. Choose the applicable deal and select a pipeline. 10. Click Save to apply your adjustments. 11. Name your automation and click Active to turn it on.

Beginning Automations Based on Deal Scores

You can trigger automations based on certain deal scores reached by leads. To create such an automation:

1. From the Automations Overview page, click New Automation. 2. Select the Start from Scratch option, then click Continue. 3. Choose the Score Changes trigger and click Continue. 4. Set the specific score that should initiate the automation and whether it runs once or multiple times. 5. Click Add Start to complete the setup.

Configuration Options and Settings

Deal scoring offers flexibility with various configuration options that cater to business needs: - Static Scoring vs. Dynamic Scoring: Choose between applying scores just once or repeating adjustments. - Segment Builder: Utilize this tool to define complex criteria for scoring. - Expires Setting: Determine when scores will dissolve, ensuring timely evaluations of deals. - Customizable rules and scoring settings provide adaptability for unique business models.

Best Practices and Tips

Here are some best practices to consider with deal scoring: - Establish clear, defined rules for scoring that align with your sales strategy. - Regularly review and update your scoring criteria to reflect market and business changes. - Use deal scores in conjunction with your sales funnel to identify leads that need immediate attention. - Train your sales team to understand how to utilize deal scores in their daily workflows effectively.

Common Use Cases with Examples

- **Lead Profiling**: Score every new lead entering your pipeline with a default of 100 points, and set rules to deduct points for inactivity, thus helping your team prioritize engagement. - **High-Value Lead Identification**: Create scoring rules to summarize leads that have engaged with communications and submitted applications, allowing for targeted follow-ups. - **Action-Based Lead Scoring**: Automate score adjustments for leads who enter specific workflows, enhancing focus on the most promising deals.

Troubleshooting Section

If you encounter issues with deal scoring, consider the following troubleshooting steps: - **Score Not Updating**: Ensure your rules are active and that the automation settings are correct. - **Point Adjustment Issues**: Verify that triggers specified for score adjustments are functioning as expected and correctly firing. - **Automation Not Triggering**: Double-check the scoring trigger settings and ensure they align with current deal values.

Related Features

For further refinement of your sales processes, consider exploring: - Deals: Understand the broader context of how deals function within ActiveCampaign. - Pipelines: Learn how to manage all your deals effectively through pipeline management.

FAQ

Q1: What is a deal score? A: A deal score is a numerical value assigned to deals within ActiveCampaign, helping to rank and prioritize them based on rules defined by users.

Q2: Can I have multiple deal scores? A: Yes, there is no limit to the number of deal scores you can create within your account.

Q3: What is the difference between static and dynamic scoring? A: Static scoring applies the score only once per deal, while dynamic scoring adjusts points each time a deal meets specified criteria through automations.

Q4: How do I filter deals by deal score? A: To filter deals, click Deals on the left menu, add a filter in Deal Details, and select the deal score you wish to apply.

Q5: Can I automate notifications based on deal scores? A: Yes, you can create automations that trigger notifications when a deal reaches a specific score.

Q6: What happens to points when they expire? A: Points will drop off the deal score once the expiration timeframe defined in the Expires setting elapses.

Q7: Where can I access the segment builder for scoring rules? A: The segment builder can be accessed during the creation of your scoring rules when you select add new rules in deal scoring.

With these insights, deal scoring in ActiveCampaign can significantly enhance your sales strategy, helping prioritize opportunities and improving the overall efficiency of your sales team. ```

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