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.
|
- 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.
