The Engagement Score is an easy way to communicate the likelihood of a sale.
The level of engagement gives you a sense of buyer intent. It could be visiting your website, downloading a white paper, meeting you at an event, or emailing in response to a sequence.
Engagement scoring adds a value to each of these exchanges. Every interaction with each contact on an account is given a value in the system. You can see the values under the Contacts tab in the Account record.
When you have multiple contacts at one account, the contact engagement scores combine to give you the Account Engagement Score.
The scores average up to the account level.
You can simply look at the list of contacts and to see which of them is your warmest connection.
The Account Engagement Score will now show in the Summary tab. You will see the Total Engagement Score and the Average Engagement Score.
Once the account score reaches a certain threshold (e.g., 100), the account automatically moves to Prioritized, indicating that this account is an excellent prospect for an opportunity.
In the configuration area, you can:
- Set the value of the scores.
- Set the threshold at which the account moves to Prioritized.
Learn more about the engagement scoring in Work with the Account-centric Engagement Process.