Deal Scoring

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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. ```