Guidelines for Grading Prospects

Keep these guidelines in mind when grading prospects.

• The grading scale is from A+ to F. Each grade is one-third of a letter grade.
  • A+
  • A (Great)
  • A-
  • B+
  • B (Good)
  • B-
  • C+
  • C (Average)
  • C-
  • D+
  • D (Below average or not graded)
  • D-
  • F (Poor)
• Prospects are assigned a grade of D when they convert.
• Create profiles to grade prospects based on criteria important to your company.
• A grade isn’t displayed until a prospect has matched or not matched the assigned profile’s criteria.
• All prospects are associated with the default profile until they are assigned a different one.
• You can manually change profile criteria on a prospect record to match (thumbs up) or not match (thumbs down).
• When a prospect matches a profile criterion, the grade increases by the amount specified in the prospect’s assigned profile.
• When a prospect doesn’t match a profile criterion, the grade decreases by the amount specified in the prospect’s assigned profile.
• You can use automation rules to match and not match criteria based on prospect field values.
• Editing profile criteria causes the associated prospects to be regraded.
• You can’t rename or delete the Default profile.