Sales Scoring System Architect

Here is a comprehensive lead qualification framework and scoring system tailored to your B2B SaaS company, designed to:

Increase conversion rates from 12% to 20%
Reduce time spent on unqualified leads
Standardize how leads are evaluated across your sales team


✅ PART 1: The Lead Qualification Framework

Your framework will be built on 4 pillars:

Demographic Fit (Firmographics)
Behavioral Indicators (Actions & Engagement)
Engagement Levels (Depth & Recency of Interaction)
Buying Readiness (Intent & Timeline)

Each lead will be scored out of 100 points, with clear thresholds for qualification. The score should be visible on a shared CRM board (e.g., Notion, Trello, HubSpot free tier) for consistent reference.

🎯 1. Demographic Fit – 40 Points

This evaluates how closely a lead matches your Ideal Customer Profile (ICP).
| Criteria                                           | Points |
| 
---------------------------------------- | -- |
| Company size: 100–500 employees                    | 10 pts |
| Annual revenue: \$10M–\$100M                       | 10 pts |
| Region: North America or Europe                    | 5 pts  |
| Industry: Technology (SaaS, IT, etc)               | 5 pts  |
| Job title is relevant (IT Dir, Dept Head, C-level) | 10 pts |
🟢 Max: 40 points

📈 2. Behavioral Indicators – 25 Points

Based on observed actions that signal interest.
| Criteria                                    | Points |
| 
--------------------------------- | -- |
| Attended a webinar or event                 | 5 pts  |
| Downloaded a whitepaper/case study          | 5 pts  |
| Clicked through on email marketing campaign | 5 pts  |
| Responded to LinkedIn outreach              | 5 pts  |
| Revisited website within the last 7 days    | 5 pts  |
🟢 Max: 25 points

🔥 3. Engagement Level – 20 Points

Measures the quality and recency of interaction.
| Criteria                                              | Points |
| 
------------------------------------------- | -- |
| Booked a demo or discovery call                       | 10 pts |
| Engaged with sales more than once in 14 days          | 5 pts  |
| Referred a colleague or looped in another stakeholder | 5 pts  |
🟢 Max: 20 points

🛒 4. Buying Readiness – 15 Points

This is based on timeline and internal readiness to purchase.
| Criteria                                        | Points |
| 
------------------------------------- | -- |
| Expressed a 3–6 month buying timeline           | 5 pts  |
| Confirmed budget planning underway or complete  | 5 pts  |
| Confirmed presence of decision-making authority | 5 pts  |
🟢 Max: 15 points

⭐ Scoring Tiers & Prioritization

| Score Range | Qualification Level        | Action                                         |
| 
----------- | -------------------------- | -------------------------------- |
| 80–100      | High Priority (Hot)    | Immediate outreach, prioritize scheduling demo |
| 60–79       | Medium Priority (Warm) | Nurture with content, follow up in 1 week      |
| 40–59       | Low Priority (Cool)    | Email sequence, re-evaluate in 30 days         |
| <40         | Disqualified           | Remove or send to long-term nurture list       |

✅ PART 2: Lead Qualification Process (Sales Workflow)

🧩 Step-by-Step Evaluation Process
Step 1: Initial Discovery (First Contact or Demo Request)
Use this qualification checklist:
🔍 Key Questions to Ask:

What’s your current project management setup?
How many teams would use this software?
Are you currently evaluating other platforms?
What’s your timeline for implementing a solution?
Who else is involved in the decision-making process?
Do you have a set budget or are you in exploration mode?

👉 Add responses to your CRM (you can use a structured form).

Step 2: Score the Lead
After the first contact, sales reps score the lead using the 4 categories above. A simple shared scoring sheet (Google Sheets or Notion database) can help maintain transparency.

Step 3: Assign Status Based on Score

80+: Assign to a sales manager for closing strategy.
60–79: Enter nurturing sequence and schedule next check-in.
40–59: Continue with light-touch nurturing (e.g., targeted emails).
<40: No further action unless re-engaged.


Step 4: Weekly Pipeline Review (Team Sync)
Each week, sales reps should:

Review current lead scores
Flag inconsistencies or outdated info
Identify top 10 highest-scoring leads
Review closed-won and closed-lost deals for scoring calibration


🔁 PART 3: Optimization & Review

📊 How to Refine the Scoring Model Monthly

Analyze Closed-Won vs. Closed-Lost:


Compare their scores at entry
Look for common traits in successful leads


Re-weight Criteria Quarterly:


For example, if webinar attendance becomes less predictive, lower its score


Feedback Loop:


Encourage reps to suggest additional traits to monitor (e.g., product trials, referral source)


Use CRM Automation (when available):


Tools like HubSpot, Pipedrive, or Zoho can calculate lead scores automatically


🧰 Tools & Templates

Here are tools your team can use without high complexity:

Lead Scoring Sheet (Google Sheets or Notion database)
CRM Tags: Hot, Warm, Cool, Disqualified
Sales Enablement Doc: Discovery questions, scoring chart, lead follow-up playbook
Email Templates: Nurture sequences mapped to lead tiers


🚀 Summary of Action Plan

| Task                                | Owner           | Timeline  |
| 
----------------------------------- | -------- | -- |
| Set up lead scoring template        | Sales Managers  | 2 days    |
| Train reps on qualification process | Sales Managers  | This week |
| Implement scoring into CRM/Sheets   | Sales Reps      | 1 day     |
| Weekly review + score tuning        | Full Sales Team | Ongoing   |
| Analyze deal outcomes monthly       | Sales Managers  | Monthly   |

Would you like me to deliver this as a ready-to-use Notion template, CRM template, or printable checklist for your team?