If your sales team is drowning in inbound leads but only a handful are worth your time, you’re in the right place. Automated lead scoring can save your sanity, but only if you set it up right. This guide is for sales managers and operations folks who want to cut through the noise and build a lead scoring workflow that actually works—not just checks a box. We’ll be using Enrow, so if you’re new to the tool or sick of vague platform docs, keep reading.
Why bother with automated lead scoring?
Let’s be honest: most leads aren’t a good fit. Manually sorting through them is slow, mind-numbing, and inconsistent. Automated lead scoring helps your team:
- Prioritize leads who are more likely to buy
- Respond faster to the right prospects
- Avoid wasting time on tire-kickers
But here’s the catch: if you set up scoring based on the wrong signals—or overcomplicate things—automation just creates new problems. The goal is to keep it simple, actionable, and grounded in what actually drives deals for your team.
Step 1: Define what a “good lead” means for your business
Don’t let software decide this for you. Before you open Enrow, get clear on what matters for your sales team. Talk to your best reps, look at closed deals, and make a short list of the traits that really predict success.
Common scoring criteria: - Demographics: Job title, company size, industry - Behavior: Downloaded a whitepaper, attended a webinar, visited your pricing page - Engagement: Opened emails, replied, requested a demo
Pro tip: Don’t try to track everything. Three to five strong signals beat a laundry list of “maybes.” If nobody on your sales team cares about Twitter followers, leave it out.
Step 2: Map your lead data sources
Enrow isn’t magic—it only works with the data you feed it. List out where your lead info comes from:
- Web forms
- CRM (like Salesforce, HubSpot)
- Email engagement tools
- Enrichment services (like Clearbit or ZoomInfo)
Make sure Enrow can access the fields you care about. If you’re missing key data (like industry or company size), fix that first or your scoring will be junk.
What doesn’t work: Trying to score leads with missing or low-quality data. Don’t guess; either enrich the data or drop that criteria for now.
Step 3: Set up your lead scoring model in Enrow
Now you’ve got your criteria and data, it’s time to build the model in Enrow. Here’s how to get started without getting lost in the weeds.
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Navigate to Lead Scoring Settings:
In Enrow, head to the “Lead Management” section and find “Lead Scoring.” If you don’t see it, check your permissions—some plans limit this feature. -
Create a New Scoring Rule:
Click “Add Rule” or “New Model.” You’ll see options to assign points based on lead attributes and actions. -
Assign points to each signal:
For each criterion, add a rule and set a points value. Example: -
Job Title: “VP” or “Director” = +20 points
- Company Size: “100–500 employees” = +15 points
- Visited Pricing Page = +25 points
- Opened Marketing Email = +5 points
Don’t overthink the math. Start with rough weights based on your gut or sales team input. You can tweak later.
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Set thresholds:
Decide what score makes a lead “hot,” “warm,” or “cold.” For example: -
60+ points: Hot (ready for sales follow-up)
- 30–59 points: Warm (nurture)
- Below 30: Cold (ignore or drip campaign)
Enrow lets you create segments or trigger workflows based on these scores.
Pro tip: Avoid the temptation to use too many rules “just because you can.” More rules = more headaches and less clarity.
Step 4: Automate workflows based on lead scores
Now for the fun part—putting your scores to work. In Enrow, you can trigger actions automatically when leads hit certain scores.
Common automations: - Assign hot leads to a sales rep: Create a rule to auto-assign leads above your “hot” threshold. - Trigger follow-up sequences: Enrow can add “warm” leads to a nurture email sequence automatically. - Notify the team: Set up Slack or email alerts for new hot leads, so no one sits in limbo.
How to set up: 1. Go to “Workflows” in Enrow. 2. Create a new workflow, and set the trigger as “Lead Score changes to X.” 3. Add actions: Assign owner, send notification, enroll in sequence, etc.
What to ignore: Don’t automate outreach for every lead. Focus on scoring first—bad automation just means you annoy more people, faster.
Step 5: Test, review, and adjust (seriously, don’t skip this)
Your first scoring model will be wrong. That’s normal. The real value comes from looking at how your scores track against actual results.
How to review: - Run the workflow for two weeks. - Pull reports in Enrow: Which leads are getting marked “hot”? Are they converting? - Talk to your sales team. Are the “hot” leads actually better, or are junk leads still getting through?
What works: - Keep your scoring rules simple at first. - Tweak one thing at a time (like adding more weight to demo requests). - Cut out signals that aren’t predictive.
What doesn’t: - Letting the model run on autopilot for months. - Ignoring sales feedback (“the hot leads are all students and spam!”).
Step 6: Keep your team in the loop
Even the best scoring model won’t help if your sales reps don’t trust it. Take a few minutes to walk the team through:
- What makes a “hot” lead
- How scores are calculated (plain English, not formulas)
- How the workflow assigns or notifies them
Encourage reps to flag false positives or missing good leads. Better to fix the model early than have everyone ignore it out of frustration.
Pro Tips and Honest Advice
- Don’t chase “AI-powered” scoring unless you have tons of historical data. Most small to mid-size teams get better results with a simple, rules-based model.
- Avoid over-optimizing. If you’re spending more time tweaking scores than talking to leads, you’ve gone too far.
- Discard dead weight. If a lead source never converts, consider lowering its score or blocking it entirely.
- Document your rules. If you leave, someone else should be able to understand how scoring works.
Wrapping up: Keep it simple and iterate
Automated lead scoring in Enrow isn’t rocket science, but it does take some up-front thinking and regular tweaks. Start with a basic model, automate only what’s helpful, and listen to your sales team’s real-world feedback. Don’t get distracted by shiny features or “AI” promises—your goal is to help your team focus on leads that actually close. If you keep it simple and adjust as you go, you’ll get real results without making things harder than they need to be.