Lead Settings

The Lead Settings page is the central hub for configuring your lead management process. It contains 7 tabs covering every aspect of lead handling from initial capture to qualification.

Navigate to Admin > Lead Settings.

Tab Overview

Tab	Purpose
Pipelines	Create and manage lead pipelines
Stages	Configure stages within pipelines
Priorities	Set priority levels for leads
Scoring	Define scoring templates and rules
Routing	Auto-assign rules for new leads
Qualification	Frameworks for qualifying leads
Sources & Reasons	Lead sources and disqualification reasons

The Pipelines, Stages, and Priorities tabs are covered in their dedicated chapters: Pipelines & Stages and Priorities.

Scoring

Lead scoring assigns numeric points to leads based on their characteristics and behavior, helping sales teams focus on the most promising prospects.

Scoring Templates

A scoring template is a collection of rules that calculate a lead's score.

1. Switch to the Scoring tab.
2. Click Create Template.
3. Enter a template name (e.g., "Enterprise Fit Score", "Engagement Score").
4. Save the template.

Scoring Rules

Each template contains one or more rules that award points based on field values.

1. Open a scoring template.
2. Click Add Rule.
3. Configure the rule:
   • Category — grouping label (e.g., "Demographics", "Firmographics", "Engagement")
   • Field — the lead field to evaluate (e.g., "Industry", "Company Size", "Source")
   • Operator — comparison type (equals, contains, greater than, less than, in list)
   • Value — the target value (e.g., "Technology", "> 500 employees")
   • Points — score awarded when the rule matches (positive or negative)
4. Save the rule.

Example Scoring Rules

Category	Field	Operator	Value	Points
Firmographics	Industry	Equals	Technology	+20
Firmographics	Company Size	Greater than	500	+15
Firmographics	Company Size	Less than	10	-10
Demographics	Job Title	Contains	VP	+25
Demographics	Job Title	Contains	Intern	-15
Engagement	Source	Equals	Website Demo	+30
Engagement	Source	Equals	Cold List	+5

tip

Use both positive and negative points. A lead from a target industry with a decision-maker title should score high, while a lead from a non-target segment with a junior title should score low.

Rule Sorting and Re-scoring

• Drag rules to change evaluation order (rules are evaluated top to bottom; all matching rules contribute points).
• Re-score All — click the "Re-score All Leads" button to recalculate scores for all existing leads using the current rules. Use this after modifying rules.

warning

Re-scoring all leads is a bulk operation that can take time for large datasets. It runs as a background job — check Batch Jobs for progress.

Routing

Lead routing automatically assigns new leads to users based on configurable rules.

1. Switch to the Routing tab.
2. Click Add Routing Rule.
3. Configure:
   • Condition — field + operator + value (e.g., Source = "Website", Region = "APAC")
   • Assign to — a specific user, team (round-robin), or role
   • Priority — rule evaluation order (first matching rule wins)
4. Save.

Routing Example

Priority	Condition	Assign To
1	Source = "Enterprise Referral"	Enterprise Team (round-robin)
2	Region = "EMEA"	EMEA Sales Team (round-robin)
3	Company Size > 1000	Senior Account Exec
4	Default (no conditions)	General Sales Team (round-robin)

info

If no routing rules match, the lead remains unassigned. Always create a default rule (no conditions) as the last rule to catch everything.

Qualification

Qualification frameworks provide structured criteria for determining whether a lead is ready to become an opportunity.

Built-in Frameworks

• BANT — Budget, Authority, Need, Timeline
• Custom — define your own criteria

Configuring a Framework

1. Switch to the Qualification tab.
2. Select or create a framework.
3. Define criteria with weights:
   • Each criterion has a name, description, and weight (percentage)
   • Weights must sum to 100%
4. Set the qualification threshold — the minimum weighted score to qualify a lead.
5. Activate the framework.

Example: BANT Framework

Criterion	Weight	Scoring
Budget	30%	Does the lead have budget allocated?
Authority	25%	Is the contact a decision maker?
Need	25%	Does the lead have a clear need for the product?
Timeline	20%	Is there an active buying timeline?

Threshold: 70% — leads scoring 70% or above are considered "Sales Qualified".

Sources

Manage the list of lead sources (where leads come from).

1. Switch to the Sources & Reasons tab.
2. In the Sources section, click Add Source.
3. Enter the source name (e.g., "Website", "Referral", "Trade Show", "Cold Outreach", "LinkedIn").
4. Save.

Sources appear as dropdown options on the lead create/edit form and can be used in routing rules and reports.

Disqualification Reasons

Manage reasons for disqualifying leads (marking them as not viable).

1. In the Sources & Reasons tab, scroll to Disqualification Reasons.
2. Click Add Reason.
3. Enter the reason (e.g., "No Budget", "Not Decision Maker", "Competitor", "Wrong Industry", "Duplicate").
4. Save.

When a user disqualifies a lead, they must select one of these configured reasons, ensuring consistent categorization for reporting.

Team Roles

Configure the roles available when adding team members to a lead record.

1. In the Sources & Reasons tab, find the Team Roles section.
2. Add roles like "Owner", "Co-Owner", "Technical Advisor", "Executive Sponsor".
3. These roles appear in the record team assignment interface.

Module Settings

General key-value configuration for the leads module (e.g., default assignment behavior, auto-close inactive leads after N days).

Best Practices

1. Start simple with scoring — begin with 5-10 rules and refine based on conversion data.
2. Route everything — every lead should be assigned within minutes of creation.
3. Use qualification consistently — train reps to score qualification criteria objectively.
4. Review sources regularly — add new sources as your marketing channels evolve.
5. Analyze disqualification reasons — frequent "No Budget" may indicate poor targeting.

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Next: Opportunity Settings — Configure opportunity pipelines, types, and forecasting.