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7
A simple A-E grid provides an excellent solution.
It's All in the Presentation
Finally, you need a great way to present information to Sales in the CRM that requires
little to no training to understand and adopt. What you want is an "at-a-glance"
knowledge of the top prospects. Ask yourself these questions:
• Can the rep easily fi nd the lead rating system in the screen being presented?
• Can the rep determine instantly (say, fi ve seconds) that a specifi c lead is worth
contacting?
• Can the rep instantly see how qualifi ed the lead is?
• Can the rep instantly see how interested the lead is?
The point here is that presenting a numerical score in a fi eld (62 out of 100, 33%)
is not going to achieve the simple at-a-glance recognition that makes lead scoring
effective for the salesperson.
Whether you choose stars, hot peppers, fl ames, or some other meaningful graphic,
a visual rating is the best way we've found to present the overall lead score, followed
by thermometer-style meters that indicate qualifi cation and interest level.
Aggregate Lead Score
High
Medium
Low
L ow M edium H igh
INTEREST LEVEL
C
D
E
B
C
D
A
B
C
QU
ALIFIC
AT
ION
LEVE
L
