Sales teams don’t have time to babysit every lead. If you’re tired of sifting through endless contact lists and want your reps focused on deals that might actually close, automated lead scoring is a must. This guide is for sales managers, ops folks, and anyone who wants to make Akountify actually pull its weight.
Akountify’s lead scoring workflows can help you rank leads automatically, but you have to set them up right—or you’ll just end up with another messy spreadsheet, only this one lives in the cloud.
Let’s get your team working smarter, not just “busier.”
What is Lead Scoring, Really?
Before we get into setup, let’s be clear: lead scoring is just a way to guess which leads are most worth your team’s attention. It’s part art, part science. You give every lead a score based on things like job title, company size, email opens, or whatever criteria actually matter to your business. Then, you focus on the high scorers.
If you’re expecting a magic formula that closes deals for you, you’ll be disappointed. But it does keep your reps from wasting time on leads going nowhere.
Step 1: Define What a “Good” Lead Looks Like
Don’t jump into Akountify and start clicking around yet. If you don’t know what you’re looking for, no tool will save you.
Start with Reality, Not Hype
Grab your last 20 closed-won deals and ask:
- What did those buyers have in common?
- Which signals (industry, job title, company size, activity) stood out?
- Where did the leads come from?
Write down the traits that actually predicted a win. Ignore vanity stuff like “follows us on Twitter” unless you know it matters.
Pro Tip
If your team has never used lead scoring, keep it simple. Pick 3-5 criteria you can measure—don’t try to automate everything on day one.
Step 2: Translate Criteria into Scoring Rules
Now, you need to turn those traits into something Akountify can understand.
Pick Your Scoring Factors
Common ones include:
- Demographics: Job title, company size, industry
- Behavior: Opened emails, visited pricing page, requested a demo
- Source: Came from a webinar, downloaded an eBook
Decide which matter most, and assign points. For example:
- CEO or VP: +10 points
- Company size 100-500: +5 points
- Opened 3+ emails: +7 points
- Downloaded a whitepaper: +4 points
Don’t obsess over the exact numbers. You’ll tweak them later.
What to Ignore
- Anything you can’t measure reliably
- Overly complex logic (“if they do X and Y but not Z…”)
- Data that’s always missing
Step 3: Set Up Your Lead Scoring Model in Akountify
Now you can jump into Akountify and start building.
3.1 Access the Lead Scoring Settings
- Log into Akountify, and go to the Admin panel.
- Under Automation, find Lead Scoring Rules.
- Click Create New Scoring Model.
If your plan doesn’t include automation or lead scoring, you’ll need to talk to your admin or upgrade. Don’t shoot the messenger.
3.2 Add Your Scoring Criteria
For each factor you picked, add a rule:
- Example: “If job title contains ‘Director’ or ‘VP,’ add 10 points.”
- Example: “If lead opens 3+ marketing emails in 7 days, add 7 points.”
Use the built-in fields when you can. If you need custom fields (like “Industry Vertical”), make sure those are set up ahead of time.
Pro Tip
Don’t try to score everything. Start with your top 3-5 signals. Complexity is the enemy of action.
3.3 Set Score Decay (Optional but Useful)
If Akountify supports it, set scores to decrease over time if a lead goes cold. This keeps your list fresh.
- Example: “Subtract 5 points if there’s no activity for 30 days.”
Step 4: Decide What Happens When a Lead Hits a Score
Scoring is pointless unless it triggers action.
4.1 Set Up Automation Triggers
In Akountify, go to Workflows or Automation Triggers:
- Assign to rep: When a lead crosses 20 points, assign them to a sales rep.
- Change status: Move to “Hot Lead” pipeline stage.
- Send notification: Ping the sales team when a lead jumps 10+ points in a day.
Start with one or two automations. You can always add more.
What Not to Automate
- Don’t spam your team with notifications for every single point increase.
- Don’t auto-email leads the moment they hit a score—nobody likes robotic outreach.
Step 5: Test Your Scoring Workflow
Don’t trust a new process until you’ve kicked the tires.
- Create a few test leads with different criteria.
- Trigger some activity (like email opens or form fills).
- Make sure the right scores are assigned, and the right actions are triggered.
If things aren’t working, check:
- Field mapping (are you using the right data fields?)
- Automation rules (are they too broad or too narrow?)
- Data quality (are your test leads realistic?)
Step 6: Roll Out to Your Team (and Actually Use It)
Once you’re confident, roll it out—but keep it simple.
- Tell your team how scores are calculated (don’t make it a black box)
- Show them where to see scores in the Akountify interface
- Decide what “follow up” actually means for high-scoring leads
Honest Take
Most reps will ignore lead scores unless you bake it into your process. Make sure your pipeline views and reports highlight top leads. Otherwise, all this work just becomes another dashboard nobody looks at.
Step 7: Review and Tweak (Don’t Set It and Forget It)
Lead scoring isn’t a “set it and forget it” thing. Check in every month or two:
- Are high scores actually leading to more closed deals?
- Are good leads slipping through with low scores?
- Are reps finding the scores useful, or are they just noise?
Adjust your rules and points based on what’s working. It’s normal to tweak things as your business and data change.
Common Mistakes (and How to Avoid Them)
- Too many rules: Complexity kills adoption. More rules ≠ better outcomes.
- Bad data: If your CRM is full of junk, your scores will be too.
- No feedback loop: Talk to your reps. If they ignore the scores, find out why.
- Blind automation: Don’t let the system email or assign leads without sanity checks.
Keep It Simple (and Keep Iterating)
Lead scoring in Akountify can make your sales team sharper, but only if you keep things practical. Don’t chase perfection or fancy “AI-powered” models—just focus on flagging the leads that really deserve attention. Start with something basic, see how it works, and improve from there.
Most importantly, don’t let the process become another forgotten feature. Use the workflows, talk to your team, and keep tuning. That’s how you turn automation into actual sales.