Lead Engagement Scoring

1. Feature Overview

LeadSquared offers 3 key metrics to help you qualify and prioritize leads:

• Lead Quality Score helps you identify how closely a lead matches your ideal customer profile.
• Lead Score reflects a lead’s overall interest based on all their interactions over time.
• Engagement Score highlights recent activity, helping you identify leads that are most likely to convert right now.

Both Lead Score and Engagement Score are calculated by assigning points to lead activities (such as email opens, link clicks, or website visits). While Lead Score is cumulative across the lead’s entire history, Engagement Score focuses on high-value actions within a defined time period.

You can fully customize Engagement Scoring by selecting:

• The activity period
• The lead stages to include
• The activities and their respective scores

This enables your sales team to prioritize high-intent leads, act faster, and improve conversion rates.

2. Prerequisites

You must be an admin of your LeadSquared account to set up the Engagement Scoring.

3. How It Works

The Engagement Score measures a lead’s recent activity by assigning points to selected actions within a defined time period.

• Lead activities (e.g., email opens, clicks, website visits) are tracked and scored
• Only activities within the chosen time window are considered
• You can filter which lead stages and activities are included
• The score is the sum of these activity points

The score is updated periodically (about once an hour) to reflect recent engagement.

3. Set Up Engagement Scoring

Engagement Score is calculated based on selected lead activities within a defined time period. You can configure how this score is computed to match your business needs.

• Activity Period (in days): Choose how far back you want to track a lead’s activity (for example, the last 30 days). The maximum limit is 366 days.
• Lead Stages to Include: Select which lead stages should be considered. You may want to exclude inactive leads or customers, since they’re no longer part of your active pipeline.
• Lead Activities to Include: Decide which actions indicate genuine interest such as website visits, email opens, or link clicks. You can ignore activities like emails sent or calls made, as they don’t always reflect lead interest. You can also assign higher scores to more important actions. To customize the score/points attributed to each activity, see How to Edit an Activity Score.

To set up Engagement Scoring:

1. Navigate to Settings>Lead Prioritization>Engagement Scoring.
2. Enter the Activity period.
3. Select the Lead Stages to include
4. Choose the Lead Activities to include.
5. Click Save.

4. Next Steps

You can make use of Engagement Scoring in the following ways:

Use Advanced Search to find the leads that are most/least engaged.

Create lists of engaged/disengaged using Manage Lists. You can send out email campaigns, run automation, perform tasks based on these lists.

Use Smart Views to target leads based on Engagement Scores.

Any Questions?

Do you have questions or issues with the content in this article? Let us know in the comments section.