Smart Workflow allows users to assign scores to different attributes of the leads they receive. These scores are logged and then accumulate as a user works a lead. Lead scores are intended to reflect the likelihood that a lead will convert to a sale. As the lead is moved through the sales cycle, tasks are assigned to it, or it is predisposition by a user the score will adjust accordingly.
By default, Smart Harbor has assigned scores to the different attributes available to score within the system. Users have the ability to adjust these at any time, and the subsequent scores will be updated in real time.
On the users lead list, each lead is assigned a lead score. As with other filters on the lead list, the user can choose to sort the lead list by the lead score from highest to lowest.
Users can view their lead attribute scores by clicking "Lead Scoring" on the left hand navigation menu. When a user first accesses "Lead Scoring" with will be inactive. The user can activate lead scoring by checking "Lead Scoring Active"
The lead attributes are broken down into 5 basic categories
- Policy Information Completed
- Policy Status
- Task Priority
Each of these attributed can be assigned a score for -99 to 99. The "Hot Lead" attribute is intended to allow a user to quickly label a leads as an immediate opportunity from the policy screen. In the example of lead scoring above, if the user marked this policy as a hot lead it would automatically be assigned the highest score of 99 and moved to the top if the lead list.
Lead scores are calculated in real time as information is updated on policies, tasks are created and priority is set, or statuses on the lead change. On a nightly basis all leads are also re-scored to account for any changes that are based on time-triggers such as tasks being due within the certain time frame, or ex-dates approach.