How do you set up lead scoring in Salesforce?

In Salesforce you can score leads with rules, using formula fields or Flow to add points for fit and behavior, or with a predictive model such as Einstein Lead Scoring, which depends on your edition and licence. Either way, the score is only useful if it changes what a rep does next.

Salesforce Lead Scoring: Rules or Einstein?

Rule-based scoring

Add points for fit, such as industry, company size and role, and for behavior, such as pricing page visits or a demo request, in formula fields or a Flow. Keep fit and engagement as separate numbers so a rep can see whether a lead is a good company that is not ready, or an eager contact at the wrong company.

Predictive scoring

Einstein Lead Scoring learns from your converted and unconverted leads and shows the factors behind each score. It needs enough history with consistent conversion data to learn from, and availability depends on edition and licence, so check before you plan around it.

Make it change behavior

Decide what each score band means in practice: which leads are routed immediately, which go to nurture, and which are ignored. Put the score on the views and lists reps work from. A score that lives only on a report changes nothing.

Check it is working

Compare conversion by score band every quarter. If high scores do not convert better than low ones, revisit the inputs before blaming the model: missing or stale fields are the usual cause.

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