Lead Scoring Model Guide
A practical guide to building lead scoring models. Learn the four dimensions of effective lead scoring.
Lead scoring assigns a numerical value to each lead based on how likely they are to convert. Done right, it eliminates guesswork and lets your team focus on what matters.
The problem with most lead scoring models is that they’re too complex or too simple. Here’s a practical framework that hits the sweet spot.
What is the four-dimension scoring model?
TriageCRM uses a composite score from 0 to 100, weighted across four dimensions:
1. Source quality (0-25 points)
Not all lead sources are equal. A referral from an existing customer is far more likely to convert than a cold website inquiry.
| Source | Score |
|---|---|
| Referral | 25 |
| Partner | 22 |
| Trade show | 18 |
| Website | 15 |
| Social media | 12 |
| Advertisement | 8 |
| Other | 5 |
2. Estimated deal value (0-30 points)
Larger deals deserve proportionally more attention, but the relationship isn’t linear. We use value tiers:
| Value Range | Score |
|---|---|
| $100,000+ | 30 |
| $50,000-99,999 | 25 |
| $25,000-49,999 | 20 |
| $10,000-24,999 | 15 |
| $5,000-9,999 | 10 |
| $1,000-4,999 | 5 |
| Under $1,000 | 2 |
3. Contact completeness (0-25 points)
Leads with complete contact information are easier to reach and more likely to convert:
| Field | Score |
|---|---|
| Email address | 8 |
| Phone number | 5 |
| Company name | 5 |
| Job title | 4 |
| Physical address | 3 |
4. Engagement recency (0-20 points)
Leads go stale fast. Score decays over time:
| Age | Score |
|---|---|
| Less than 1 day | 20 |
| 1-3 days | 17 |
| 3-7 days | 14 |
| 1-2 weeks | 10 |
| 2-4 weeks | 6 |
| Over 1 month | 2 |
How do you calculate a lead score?
A referral lead with a $25,000 deal value, complete contact info, and submitted today would score:
- Source: 25
- Value: 20
- Completeness: 25
- Recency: 20
- Total: 90/100
That lead should be at the top of your queue.
Meanwhile, an advertising lead with no estimated value, missing phone number, and two weeks old:
- Source: 8
- Value: 0
- Completeness: 8 (email only)
- Recency: 10
- Total: 26/100
That lead goes into the nurture queue.
Lead scoring for healthcare practices
The four-dimension model adapts naturally to healthcare, where the scoring dimensions become:
- Referral source quality — physician referrals score highest (25/25), followed by existing patient referrals, directory listings, and ad-generated inquiries
- Service value potential — surgical consults ($20K+) score highest, followed by cosmetic/elective, specialty services, and routine wellness
- Contact completeness — includes healthcare-specific fields like insurance information, specific service requested, and referring physician name
- Inquiry recency — even more critical in healthcare because the first practice to call back wins the patient
For the complete healthcare-adapted scoring model, see our guide on how to score patient inquiries by value. You can also learn how to prioritize patient inquiries and automate patient intake using scoring as the foundation.
How do you automate lead scoring?
TriageCRM calculates scores automatically and updates them as lead data changes. Combine scoring with triage rules to auto-route high-score leads to your best closers, or use round-robin assignment to distribute standard leads evenly.
Try it free — no credit card required.
Frequently asked questions
What is a good lead score? In the 0-100 model, leads scoring 70+ are typically high-priority candidates for immediate follow-up. Leads below 40 are better suited for nurture campaigns.
How many dimensions should a lead scoring model have? Four dimensions (source quality, deal value, contact completeness, engagement recency) provide a balanced model. Too few dimensions miss important signals; too many add complexity without improving accuracy.
Should lead scores decay over time? Yes. The engagement recency dimension ensures that older leads naturally lose score points, keeping your queue focused on fresh opportunities.
Can lead scoring work for healthcare practices? Yes. The same four-dimension model adapts to healthcare with referral source quality, service value potential, healthcare-specific contact completeness, and inquiry recency. See our patient inquiry scoring guide for the complete healthcare model.