Loading
Salesforce now sends email only from verified domains. Read More
Sales Productivity
Table of Contents
Filter by (0)Add
Select Filters

          No results
          No results
          Here are some search tips

          Check the spelling of your keywords.
          Use more general search terms.
          Select fewer filters to broaden your search.

            Search all of Salesforce Help
            Search all of Salesforce Help
            Set Up Scoring Rules for Prospecting Center

            You are here:

            1. Salesforce Help
            2. Docs
            3. Seller Productivity

            Set Up Scoring Rules for Prospecting Center

            Prioritize your work and spend time on prospects that are likely to be the best fit for you. You can set up Account Scoring only when you turn on Prospecting Center. When you set up scoring rules, you're defining the criteria based on which your Engagement, Fit, Intent, and your overall Account scores are calculated.

            Required Editions

            Available in: Lightning Experience
            Available with Sales Engagement, which is included with Sales in Performance, Unlimited Editions, Agentforce 1 Edition, and available for an extra cost in Professional and Enterprise Editions. Sales Engagement is also available for an extra cost in Service and Lightning Platform.
            Note
            Note All the scores are normalized in Prospecting Center.
            • Define Account Rules
              The Account Score helps you analyze your next potential customer. The Account Score is calculated based on the Engagement, Fit, and Intent scores, based on the percentage weights provided.
            • Manage Engagement Rules
              The Engagement Score defines how actively the individuals in this account typically interact with your sales communications. A higher engagement score indicates a more interested customer. In Prospecting Center, you can add rules to define the Engagement Score.
            • Manage Fit Rules
              The Fit Score indicates how closely an account matches the characteristics of an ideal customer for your business. A higher Fit Score indicates that this account aligns with the characteristics of your ideal customer profile. In Prospecting Center, you can add rules to define the Fit Score.
            • Manage Intent Rules
              The Intent Score indicates buyers who are showing strong purchasing intentions based on their actions in the digital and physical worlds. A higher Intent Score signals the interest and readiness of the account to move forward in the buying process. In Prospecting Center, you can turn on or turn off the Intent Score. By default, the Intent Score is turned off.
             
            Loading
            Salesforce Help | Article