Deal Scoring: Difference between revisions

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


== Deal Scoring in ActiveCampaign ==
== How Long Does Deal Scoring Take? ==
 
Deal scoring is an essential feature of ActiveCampaign that helps sales teams evaluate the potential value of deals based on various metrics. Understanding how long it takes for deal scores to be calculated, applied, and updated is vital for optimizing sales strategies and ensuring timely follow-ups.


=== 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''' allows businesses to prioritize their sales efforts by assigning scores to deals based on specific criteria. The calculation of these scores plays a crucial role in lead management and sales strategies. It matters because timely insights from deal scoring can influence decision-making, help sales professionals focus on higher-value opportunities, and streamline the sales process.


=== How to Access Deal Scoring ===
=== How to Access Deal Scoring ===
To access the deal scoring feature in ActiveCampaign, navigate to your dashboard and follow these steps:
To utilize the deal scoring feature in ActiveCampaign, you must have a qualifying subscription, including the Plus, Professional, or Enterprise plans. Once your plan is set up, you can navigate to the '''Deals''' section and locate the '''Deal Scoring''' feature to configure it according to your business needs.
 
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 ===
=== Step-by-Step Instructions ===
1. **Set Up Deal Scoring**: Initially, when you configure your deal scores, it can take up to several hours for ActiveCampaign to calculate these scores based on the defined criteria. It's essential to be patient during this initial setup phase as the system requires time to assess all factors involved in the scoring process.


==== How to Create a Static Deal Score ====
2. **Periodic Updates**: After the initial scoring is completed, ActiveCampaign will run checks on your deals every 12 hours. This regular update ensures that deal scores are kept current based on any changes in the associated data or metrics, which are instrumental for maintaining accurate scoring.
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 ===
=== Configuration Options and Settings ===
Deal scoring offers flexibility with various configuration options that cater to business needs:
When setting up '''Deal Scoring''', consider the following configuration options:
- '''Static Scoring''' vs. '''Dynamic Scoring''': Choose between applying scores just once or repeating adjustments.
- **Deal Criteria**: Define which metrics or conditions will contribute to the deal score.
- '''Segment Builder''': Utilize this tool to define complex criteria for scoring.
- **Update Intervals**: Understand that updates occur every 12 hours post-initial scoring. This will help you anticipate when new scores can be expected.
- '''Expires Setting''': Determine when scores will dissolve, ensuring timely evaluations of deals.
 
- Customizable rules and scoring settings provide adaptability for unique business models.
By configuring these options well, you can ensure that your scores reflect the most accurate and relevant data, enhancing your sales strategies.


=== Best Practices and Tips ===
=== Best Practices and Tips ===
Here are some best practices to consider with deal scoring:
- Allow sufficient time for the initial scoring setup. Be prepared for it to take several hours.
- Establish clear, defined rules for scoring that align with your sales strategy.
- Regularly review your scoring criteria to ensure that they are aligned with your current sales strategy and objectives.
- Regularly review and update your scoring criteria to reflect market and business changes.
- Monitor updates and check deal scores periodically to stay informed on changes that may impact your sales outreach.
- 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 ===
=== 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.
- A sales team could use deal scoring to prioritize follow-ups based on high-scoring deals, ensuring that efforts are directed toward the most promising leads.
- **High-Value Lead Identification**: Create scoring rules to summarize leads that have engaged with communications and submitted applications, allowing for targeted follow-ups.
- By analyzing the scores of previously won deals, the team can refine their scoring system to match characteristics that lead to successful outcomes.
- **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 ===
=== Troubleshooting ===
For further refinement of your sales processes, consider exploring:
If deal scores do not appear to update as expected, ensure that:
- [[Deals]]: Understand the broader context of how deals function within ActiveCampaign.
- Your scoring criteria are correctly set up.
- [[Pipelines]]: Learn how to manage all your deals effectively through pipeline management.
- You allow enough time for the updates to reflect after the initial setup (up to several hours for the first calculation).
- Check your subscription status to ensure that the feature is enabled on your current plan.


=== FAQ ===
=== FAQ ===
'''Q1: What is a deal score?'''
'''Q1: How long does it take for the initial deal score calculation?'''
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.
A1: It can take up to several hours for our system to calculate the score and apply it to your deals.


'''Q2: Can I have multiple deal scores?'''
'''Q2: How often are deal scores updated after the initial setup?'''
A: Yes, there is no limit to the number of deal scores you can create within your account.
A2: After the initial calculation, our system updates deal scores every 12 hours.


'''Q3: What is the difference between static and dynamic scoring?'''
'''Q3: What plans include access to deal 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.
A3: Deal scoring is available with the Plus, Professional, or Enterprise plans.


'''Q4: How do I filter deals by deal score?'''
'''Q4: Can I change my scoring criteria after the initial setup?'''
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.
A4: Yes, you can modify your scoring criteria at any time to align with your sales strategy.


'''Q5: Can I automate notifications based on deal scores?'''
'''Q5: What should I do if my deal scores are not updating?'''
A: Yes, you can create automations that trigger notifications when a deal reaches a specific score.
A5: Ensure your configuration is correctly set up and that you give the system sufficient time to run its updates.


'''Q6: What happens to points when they expire?'''
'''Q6: Is there a way to monitor the effectiveness of my deal scoring?'''
A: Points will drop off the deal score once the expiration timeframe defined in the '''Expires''' setting elapses.
A6: Yes, review the outcomes of deals and modify the scoring criteria based on prior successful deals to improve your scoring accuracy.


'''Q7: Where can I access the segment builder for scoring rules?'''
'''Q7: How does deal scoring integrate with other ActiveCampaign features?'''
A: The segment builder can be accessed during the creation of your scoring rules when you select add new rules in deal scoring.
A7: Deal scoring can work in conjunction with automation workflows and pipeline management to enhance sales outcomes.


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.
For more information on deal scoring, you can refer to the official documentation [here](https://help.activecampaign.com/hc/en-us/articles/225517527-Deal-Scoring).
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Latest revision as of 14:22, 3 November 2025

``` Navigation: Main_Page > Sales > Deal Scoring

How Long Does Deal Scoring Take?[edit | edit source]

Deal scoring is an essential feature of ActiveCampaign that helps sales teams evaluate the potential value of deals based on various metrics. Understanding how long it takes for deal scores to be calculated, applied, and updated is vital for optimizing sales strategies and ensuring timely follow-ups.

Introduction[edit | edit source]

Deal Scoring allows businesses to prioritize their sales efforts by assigning scores to deals based on specific criteria. The calculation of these scores plays a crucial role in lead management and sales strategies. It matters because timely insights from deal scoring can influence decision-making, help sales professionals focus on higher-value opportunities, and streamline the sales process.

How to Access Deal Scoring[edit | edit source]

To utilize the deal scoring feature in ActiveCampaign, you must have a qualifying subscription, including the Plus, Professional, or Enterprise plans. Once your plan is set up, you can navigate to the Deals section and locate the Deal Scoring feature to configure it according to your business needs.

Step-by-Step Instructions[edit | edit source]

1. **Set Up Deal Scoring**: Initially, when you configure your deal scores, it can take up to several hours for ActiveCampaign to calculate these scores based on the defined criteria. It's essential to be patient during this initial setup phase as the system requires time to assess all factors involved in the scoring process.

2. **Periodic Updates**: After the initial scoring is completed, ActiveCampaign will run checks on your deals every 12 hours. This regular update ensures that deal scores are kept current based on any changes in the associated data or metrics, which are instrumental for maintaining accurate scoring.

Configuration Options and Settings[edit | edit source]

When setting up Deal Scoring, consider the following configuration options: - **Deal Criteria**: Define which metrics or conditions will contribute to the deal score. - **Update Intervals**: Understand that updates occur every 12 hours post-initial scoring. This will help you anticipate when new scores can be expected.

By configuring these options well, you can ensure that your scores reflect the most accurate and relevant data, enhancing your sales strategies.

Best Practices and Tips[edit | edit source]

- Allow sufficient time for the initial scoring setup. Be prepared for it to take several hours. - Regularly review your scoring criteria to ensure that they are aligned with your current sales strategy and objectives. - Monitor updates and check deal scores periodically to stay informed on changes that may impact your sales outreach.

Common Use Cases with Examples[edit | edit source]

- A sales team could use deal scoring to prioritize follow-ups based on high-scoring deals, ensuring that efforts are directed toward the most promising leads. - By analyzing the scores of previously won deals, the team can refine their scoring system to match characteristics that lead to successful outcomes.

Troubleshooting[edit | edit source]

If deal scores do not appear to update as expected, ensure that: - Your scoring criteria are correctly set up. - You allow enough time for the updates to reflect after the initial setup (up to several hours for the first calculation). - Check your subscription status to ensure that the feature is enabled on your current plan.

FAQ[edit | edit source]

Q1: How long does it take for the initial deal score calculation? A1: It can take up to several hours for our system to calculate the score and apply it to your deals.

Q2: How often are deal scores updated after the initial setup? A2: After the initial calculation, our system updates deal scores every 12 hours.

Q3: What plans include access to deal scoring? A3: Deal scoring is available with the Plus, Professional, or Enterprise plans.

Q4: Can I change my scoring criteria after the initial setup? A4: Yes, you can modify your scoring criteria at any time to align with your sales strategy.

Q5: What should I do if my deal scores are not updating? A5: Ensure your configuration is correctly set up and that you give the system sufficient time to run its updates.

Q6: Is there a way to monitor the effectiveness of my deal scoring? A6: Yes, review the outcomes of deals and modify the scoring criteria based on prior successful deals to improve your scoring accuracy.

Q7: How does deal scoring integrate with other ActiveCampaign features? A7: Deal scoring can work in conjunction with automation workflows and pipeline management to enhance sales outcomes.

For more information on deal scoring, you can refer to the official documentation [here](https://help.activecampaign.com/hc/en-us/articles/225517527-Deal-Scoring). ```

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