wORKSHEET THREE Grading Worksheet, Part I CHOOSe YOUR CATeGORIeS Choose a few categories that represent important qualities in your ideal customer profile. Prospects will be graded based on these criteria. See a few common options below, and remember to think about additional criteria that may be important for your specific product or industry. JOB TITLe InDUSTRY COMPAnY SIZe DePARTMenT LOCATIOn OTHeR CRITeRIA SPeCIfIC TO YOUR BUSIneSS now decide how different qualifications in each of these categories will raise or lower a prospect’s grade. for example, a job title of “Director” may add 2/3 of a letter grade, where “Manager” may only add 1/3. Just remember that if your base grade is a “D,” your adjustments across all categories should add up to at least 9/3 so that it’s possible for a lead to reach an “A” from the default grade. CATeGORY 1 CRITeRIA ADJUSTMenT vALUeS +/- __ /3 +/- __ /3 +/- __ /3 (Continued on next page) 18 / Pardot