Every scored lead gets one grade: P1 , P2 , P3 , DQ , or ? . The grade says how well the lead fits the companies and people you defined under Lead Scoring . It is calculated from points, so you can always trace why a lead got its grade.
| Grade | Meaning |
|---|---|
| P1 | Strong fit: the lead collected more than two thirds of the points it could get. |
| P2 | Good fit: between one and two thirds of the possible points. |
| P3 | Weak fit: up to one third of the possible points. |
| DQ | Disqualified: a rule excludes this lead, whatever its points. |
| ? | Could not be scored, for example because its segment or persona is switched off. |
Each criterion you switch on feeds one of two totals:
Each total is graded against what its own criteria could award at most: up to a third is P3, up to two thirds is P2, above that is P1. The overall Lead Score adds both totals together and uses the two sides' borders added together. When company and person agree, the Lead Score is that grade; when they differ, it lands between them, depending on how many points each side collected.
The Overview tab of the Lead Scoring page explains this under How the Lead Score gets determined, with an example and the exact Grade borders for your setup.
A lead is disqualified when at least one of these applies:
A criterion that disqualifies on either side disqualifies the lead.
The lead could not be scored. Usually its company segment or persona is switched off, no persona is linked to its segment, or no persona applies to it (for example an investor when you have no investor persona). Fix the setup and rescore the lead. You can find these leads with the filter Only ? leads (could not be scored).
| Problem | What to do |
|---|---|
| Too many leads are P1 | Your +3 values are too broad. Move some to +2 or +1, or add criteria that separate strong from average leads. |
| A good lead is DQ | Check which criterion disqualified it: a Disqualify value, Disqualify the lead for missing information, or the competitor and disqualify descriptions. |
| Company and person grades differ | That is expected: the Lead Score lands between them. See the example on the Overview tab. |
| Grades did not change after editing the scoring | Existing scores are kept until you rescore the leads. |
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