wORKSHEET FIvE Lead Scoring Guide, Part I Looking to optimize your scoring model? After you’ve been using your marketing automation system for about a month, it’s a good idea to go back in and conduct a quick audit to make sure you’re on the right track with your scoring. Let’s take a look at how you can use the data you’ve collected to answer some scoring fAQs. WHAT IS A “GOOD” SCORe? Are you passing leads over to sales at the right moment? Have you set the threshold too low or too high when it comes to automated lead assignment? A sales-ready score will vary on a case-by-case basis and ultimately should be determined by historical data. Once you’ve collected prospect data, go back and pull your prospect scores for a closer look at how different scores correspond with different stages of the sales cycle. PeRCenTAGe Of PROSPeCTS AveRAGe SCORe SCORe RAnGe TOP 10% 11-25% 26-50% 20 / Pardot