How to Set Up Automated Lead Scoring in Leadsquared for Effective Sales Prioritization

If you’ve ever watched your sales team waste time chasing dead-end leads, you know how painful it is. Automated lead scoring helps weed out the tire-kickers so your team can focus on real prospects. This guide is for anyone using Leadsquared who wants to set up lead scoring that actually works—not just a fancy dashboard that gets ignored.

Let’s cut through the fluff and get straight to setting up lead scoring that tells you which leads are actually worth your team’s time.

Why Bother With Lead Scoring?

If you’re drowning in leads but most of them go nowhere, your sales team is basically playing the lottery. Lead scoring fixes that. It gives you a way to:

  • Prioritize leads who are likelier to buy.
  • Hand off the right leads at the right time.
  • Stop wasting hours on people who are just browsing.

But let’s be real: automated lead scoring isn’t magic. It’s only as good as the rules you set. Garbage in, garbage out.

What You Need Before You Start

Don’t jump in without a plan. Before touching any settings, get these sorted:

  • A clear definition of a “good” lead for your business. Sales and marketing need to agree on this. Otherwise, you’ll just argue over scores later.
  • A list of lead actions and profile traits that matter. Think: email opens, demo requests, company size, job title.
  • Access to Leadsquared with admin rights. You’ll need this to set up scoring rules.

If you haven’t nailed these down yet, go talk to your sales and marketing folks. Five minutes of arguing now saves hours of fixing later.

Step 1: Map Out What Makes a Lead “Good” (and “Bad”)

Don’t just copy someone else’s scoring model. Every business is different. To start, ask yourself:

  • What actions usually happen before a deal closes? (e.g., downloads a whitepaper, books a demo)
  • What traits make a lead a good fit? (e.g., works in a target industry, has a certain job title)
  • What red flags do you want to catch? (e.g., personal email addresses, competitors poking around)

TIP: If you don’t have much data, start simple. You can always tweak later.

Step 2: Log In and Find the Lead Scoring Settings

Leadsquared calls this “Lead Scoring” (shocking, I know). Here’s how to get there:

  1. Log into your Leadsquared account.
  2. Go to Settings (gear icon, usually top right).
  3. Under Leads, find Lead Scoring.

If you can’t see these options, you probably need admin permissions.

Step 3: Set Up Profile (Static) Scoring

Profile scoring is about who the lead is. You’ll assign points for lead attributes.

How to Do It

  1. In the Lead Scoring area, look for “Profile Scoring Rules.”
  2. Click Add Rule or Edit Rules.
  3. For each attribute (like Job Title, Industry, Location):
  4. Pick the field you want to score.
  5. Assign positive points for good fits (e.g., +10 for “CMO,” +5 for “Manager”).
  6. Assign negative points for poor fits (e.g., -10 for “Student” if they’re unlikely to buy).
  7. Save your changes.

What Works: - Give higher points to traits your best customers have. - Don’t overthink it—use broad buckets at first.

What Doesn’t: - Don’t try to score every tiny detail. You’ll just confuse your team (and yourself). - Avoid giving points for irrelevant info (like a lead’s favorite color).

Step 4: Set Up Activity (Behavioral) Scoring

Behavioral scoring is about what the lead does. This is usually more powerful than profile scoring.

How to Do It

  1. Find the “Activity Scoring Rules” section.
  2. Click Add Activity or Edit.
  3. For each activity (like email open, link click, form submit):
  4. Choose the activity type.
  5. Assign points (e.g., +5 for an email open, +15 for a demo request).
  6. Set a time window if it matters (e.g., only count activities in the last 30 days).
  7. Save.

What Works: - Assign more points for actions that show real intent (e.g., requesting pricing, booking a meeting). - Lower points for passive actions (e.g., visiting a web page).

What to Ignore: - Don’t bother scoring every email open. Focus on actions that show genuine interest. - Ignore vanity metrics (like “viewed our careers page”).

Step 5: Set Up Negative Scoring

Not every action is good news. Someone unsubscribing from your emails? Mark that down.

  1. In both profile and activity scoring, use negative points for:
  2. Unsubscribes
  3. Bounced emails
  4. Filling out forms with fake info
  5. Visiting your “Pricing” page and then never coming back

Pro tip: Negative scores help your team avoid wasting time on leads who clearly aren’t interested.

Step 6: Define Score Thresholds for Sales Actions

Now that you’re scoring, decide what score means “hot lead,” “warm lead,” or “cold lead.” This is what your team will actually use.

  • Hot lead: Score above 50
  • Warm lead: Score 20–50
  • Cold lead: Below 20

Tweak these numbers based on your business and what you see happening in real life.

Action: Set up automated workflows or alerts in Leadsquared when a lead crosses these thresholds. That way, your sales team gets notified right away.

Step 7: Test Your Scoring Model (Don’t Skip This)

Before you roll it out to the whole team, test your model on a handful of leads.

  • Pull up recent deals—do they score high?
  • Check lost leads—are their scores low?
  • If something feels off, adjust the rules.

Warning: Don’t be surprised if your first model is way off. That’s normal.

Step 8: Train Your Sales Team

Even the best scoring model is useless if your team ignores it. Spend an hour walking them through:

  • What the scores mean
  • What actions to take for each score range
  • Where to see lead scores in Leadsquared

Keep it practical. Nobody wants another “strategy” meeting.

Step 9: Review and Improve (This Never Really Ends)

Lead scoring isn’t set-and-forget. Every month or so:

  • Look at which scored leads actually converted.
  • Get feedback from sales on whether the scores feel right.
  • Adjust your rules and thresholds as needed.

The real world changes. Your scoring should, too.

What to Watch Out For

  • Too complicated: More rules ≠ better results. Simple models are easier to explain and fix.
  • Ignoring negative scoring: Leads who ghost you should see their score drop.
  • Not iterating: If you never adjust your model, it’ll get stale and your sales team will stop trusting it.
  • Data quality: If your CRM is full of junk data, no model can save you.

Quick FAQ

Do I need to use all of Leadsquared’s advanced features?
No. Most teams do fine with basic profile and activity scoring. Use the bells and whistles only if you have the bandwidth.

Should I automate lead assignment based on scores?
Maybe, but start with notifications or manual handoffs. Full automation can get messy fast if your scores aren’t dialed in.

How often should I review my scoring model?
Monthly at first. Once it’s working, quarterly is fine.

Keep It Simple and Keep Tweaking

Automated lead scoring isn’t rocket science, but it does take some trial and error. Start with a simple model in Leadsquared, get your team using it, and tweak as you go. Don’t get hung up on perfection—just aim for a system that helps your sales team work smarter, not harder.