Did you know that Zoho CRM has a built-in way to quantify a “Score” for a Lead, Account, Contact and Deal? This can be a very useful feature to prioritize which records need your attention sooner. There are three ways to affect the score:
- Record Content (define criteria based on field values)
- Email responses or non-responses
- Survey responses
To define your scoring algorithm,
- start by going to: Tool icon(upper right corner)->Set-up->Automation->Scoring Rules
- Select your module from the drop down
- Add Rules
- Click +Add Rule under the specific category (Fields, Email Insights, Survey)
- FIELDS
- Build your criteria much like you do for views, and workflow
- Example: Rating is Hot –> Add 10 Pts
- EMAIL INSIGHTS
- Choose your point system based on any combination of possible email responses. You can activate 1, 2, 3 or all 4 responses.
- Example: Open: Add 5 pts, Click: Add 10 pts, Bounce: Subtract 10 pts, Incoming (means you’ve received email from them): Add 20 pts.
- SURVEY – tied to Zoho Survey
- Assign points for responding to a survey
