Automation · Module 08
Lead Scoring & Assignment
Grade the Lead, Then Route It to the Right Person
A "lead" is a person who might want to buy from you, but hasn't yet. How to score every incoming lead automatically, and hand it straight to the right salesperson (a "rep") — no manual sorting, and no promising lead sitting untouched.
About & Business Case #
Why grading and routing leads matters #
"I don't want my reps spending the first ten minutes of every morning figuring out which of today's 40 new leads is actually worth calling first. And I don't want a promising lead sitting untouched for two days because it landed with the wrong person."
When every new lead lands in one pile, someone has to read each one, guess how promising it is, and decide who should own it. That kind of manual sorting is slow and inconsistent from rep to rep — and the best leads can easily get buried.
What you get out of it
Leads are automatically graded hot, warm, or cold, and instantly handed to the right owner. Reps spend their time selling, not sorting through a pile.
Implementation #
Two setup screens, working together #
This trail actually covers two separate but connected features. Lead Scoring Rules grade a lead — how promising is it? Assignment Rules route a lead — who should own it? You can use either one on its own, or both together.
| Screen | What it decides |
|---|---|
| Lead Scoring Rules | Each rule says: if a Lead field matches a condition, add (or subtract) points. This is "lead scoring" — grading how promising a lead is with a number. Every matching rule's points are added up into that Lead's score. |
| Assignment Rules | Each rule lists conditions, plus one "Assigned To" username. Rules run in order — the first rule whose conditions match wins, and that lead is handed to that person. |
Every time a Lead is saved, its score is recalculated using all your active scoring rules. If the new score reaches the Auto-Qualify Threshold you set — meaning it's promising enough to count as a real opportunity — SmartLite automatically changes the Lead's Status to "Qualified" and notifies the lead's owner. No one has to watch the score by hand.
Assignment rules run in order
Assignment Rules are checked top-to-bottom, by their Sort Order (a number that sets the order). As soon as one rule's conditions match, that rule wins and the rest are skipped. Leave a rule's conditions blank to make it a catch-all for any lead nothing else matched.
1 Score and route a new Lead automatically #
Try it
Create or edit a Lead that matches both rules. Watch its Status flip to "Qualified" and its owner change, both by themselves.
How to Use #
Day-to-day: reps #
Day-to-day: sales managers #
What to try next
Look at the Territory Management trail — territories are another way to decide who a lead or account belongs to.