Zoho CRM Scoring Rules

# Zoho CRM Scoring Rules
## Based on ROLLerUP Sales Pattern Analysis

Use these parameters in Zoho CRM → Setup → Automation → Scoring Rules
Reference: https://help.zoho.com/portal/en/kb/crm/automate-business-processes/scoring-rules/articles/multiple-scoring-rule

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## Deal Scoring (0-100 Scale)

### Lead Source Score (+/- points)

| Lead Source | Points | Rationale |
|-------------|--------|-----------|
| Returning Customer | +25 | 33% win rate |
| External Referral | +25 | 35% win rate |
| Customer Referral | +20 | 28% win rate |
| Cold Call | +15 | 25% win rate |
| Partner | +15 | 40% win rate (small sample) |
| Web Research | +10 | 27% win rate |
| WebSite Visit | +5 | 20% win rate |
| Web Call | +5 | 18% win rate |
| Web Form | 0 | 14% baseline |
| Chat | 0 | 13% baseline |
| Trade Show | -5 | 11% win rate |
| Instagram | -10 | 8.5% win rate |
| Google AdWords | -10 | 7.4% win rate |
| Home Show | -15 | 3.9% win rate |
| Facebook Ads | -20 | 0% win rate |
| Facebook | -20 | 0% win rate |

### Deal Amount Score

| Amount Range | Points | Rationale |
|--------------|--------|-----------|
| $1,000 - $5,000 | +15 | 21% win rate (sweet spot) |
| $5,001 - $10,000 | +10 | 18% win rate |
| $10,001 - $15,000 | +5 | ~17% win rate |
| $15,001 - $25,000 | 0 | 16% win rate |
| $25,001+ | -10 | 10.5% win rate |
| Under $1,000 | 0 | Low value |

### Activity Volume Score (CRITICAL)

| Activities Logged | Points | Rationale |
|-------------------|--------|-----------|
| 0 activities | -20 | 4% win rate |
| 1-2 activities | -10 | 4% win rate |
| 3-5 activities | +5 | 9% win rate |
| 6-10 activities | +25 | 47% win rate |
| 10+ activities | +35 | 86% win rate |

### Engagement Signals

| Signal | Points |
|--------|--------|
| Responded to email | +10 |
| Answered phone call | +10 |
| Requested quote/estimate | +15 |
| Site visit scheduled | +20 |
| Site visit completed | +25 |
| Proposal viewed (if tracked) | +10 |
| Second follow-up call answered | +15 |

### Timeline Signals

| Timeline | Points |
|----------|--------|
| Project within 30 days | +15 |
| Project within 90 days | +10 |
| Project within 6 months | +5 |
| Project "someday" / unclear | -10 |

### Negative Signals

| Signal | Points |
|--------|--------|
| No response after 5+ attempts | -15 |
| Requested competitor info | -10 |
| Budget concerns raised | -5 |
| Decision maker unavailable | -10 |
| 30+ days no activity | -15 |
| 60+ days no activity | -25 |

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## Score Interpretation

| Score Range | Label | Action |
|-------------|-------|--------|
| 80-100 | 🔥 Hot | Priority follow-up, senior rep |
| 60-79 | 🟢 Warm | Standard cadence, push for close |
| 40-59 | 🟡 Nurture | Needs more touches, stay engaged |
| 20-39 | 🟠 At Risk | Review qualification, increase activity |
| 0-19 | 🔴 Cold | Reassess or move to long-term nurture |
| Negative | ❄️ Frozen | Archive or minimal touch |

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## Zoho Implementation Steps

### 1. Create Scoring Rule
- Go to: Setup → Automation → Scoring Rules
- Module: Deals
- Name: "Deal Win Probability Score"

### 2. Add Field Criteria
For each criterion above, add a rule:
- Field: [Lead Source / Amount / etc.]
- Operator: [equals / between / etc.]
- Value: [as specified]
- Score: [+ or - points]

### 3. Create Activity-Based Rule
- Create a formula field or workflow to count related activities
- Use: COUNT of related Activities
- Map to score buckets above

### 4. Set Up Score Decay
- Enable: "Reduce score if no activity"
- Decay: -5 points per week of inactivity

### 5. Create Score-Based Alerts
- Score drops below 40 → Alert sales manager
- Score above 80 + no activity in 7 days → Alert rep
- Deal age > 120 days + Score > 50 → Manager review

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## Workflow Automation Triggers

### Based on Score Changes

| Trigger | Action |
|---------|--------|
| Score hits 80+ | Move to "Hot" pipeline view, notify rep |
| Score drops below 30 | Auto-assign to recovery queue |
| Score increases by 20+ in one day | Flag as "re-engaged" |
| Score negative for 30+ days | Auto-move to "Archive" |

### Activity Alerts

| Condition | Action |
|-----------|--------|
| Deal 14+ days old, <3 activities | Email rep: "This deal needs attention" |
| Deal 30+ days old, <6 activities | Email manager + rep |
| Deal in Proposal stage, 7 days no activity | Push notification |

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## Sample Zoho Formula (Activity Count Score)
IF(Activity_Count = 0, -20,
IF(Activity_Count <= 2, -10,
IF(Activity_Count <= 5, 5,
IF(Activity_Count <= 10, 25, 35))))

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**Note:** Recalculate scores daily via scheduled workflow.