DocumentationRevenue ops and full-workspace members edit scoring at /sales/lead-scoring/settings/. Open it from Settings in the Sales nav. Directors, VPs, and reps do not get this form. A demo workspace shows the same form read-only for every persona.
You need a workspace or project role of admin or member to save. Viewers see the form and cannot change it.
Each tab saves on its own. Bootstrap defaults fills a starter model, rules, and ideal customer profile. Use it on a new workspace, then edit. Force recompute all rescores every contact. You rarely need it: scores refresh when events arrive, when rules change, and on the hourly pass.
Scoring
What it does. The hot and warm minimums decide the tier. Hot must be at or above warm. Contacts under the warm cutoff stay cold. Dimension weights (0–1) decide how much each signal type moves the 0–100 score. Raising a weight makes that signal type count more. Lowering it does the opposite.
How to change it. On the Scoring tab, set Hot and Warm, then Save tiers. Edit the weights, then Save weights. Fit, intent, and engagement are the three to explain first. The weights also cover:
- Behavioral — site activity and repeat visits.
- Attribution — marketing source and campaign quality.
- Revenue — purchase or revenue history on the contact.
- Engagement — depth and recency of site engagement.
- Fit — match to the ideal customer profile.
- Intent — buying signals, such as pricing-page activity.
- Velocity — how quickly recent activity is building toward a sales action.
Ideal customer
What it does. The ideal customer profile feeds the Fit dimension. Contacts that match the profile rank higher. Contacts that do not match rank lower, even with the same website activity.
How to change it. On the Ideal Customer tab, set the profile name, company sizes, industries, required signals, and CRM pipeline stages, then Save ICP. Stages come from CRM data already synced for this workspace. An advanced JSON editor edits the same profile.
Rules
What it does. A rule adds or removes points when a contact hits a signal, and those points land on one scoring dimension. Turning a rule off stops it from affecting new scores. Source multipliers then raise the composite score for high-value traffic sources.
How to change it. On the Rules tab, edit a row or open Add new rule. A rule has a name, signal, operator, operand, points, and a dimension. Add a source multiplier with a name, pattern (for example google), match type, and multiplier.
Decay lowers the score when activity goes cold. Bootstrap defaults include an Inactive 30 days rule (−20 engagement points). If a contact is inactive past the workspace window and that rule is off, the engine still applies the configured decay and the reason line shows the inactive days. Lead detail is where that reason shows up.
Conversation text can score too. Default rules listen for pricing, implementation, integrations, a competitor, urgency, and a very short reply. Those are signals inside the score, not a separate Sales page.
Enrichment
The Enrichment tab starts at Disabled. Warm and hot contacts are not looked up until you save an Apollo or QuickEnrich key, or an HTTPS endpoint for SyncGTM, FullEnrich, or Clay. See Lead enrichment.
CRM writeback
Where a contact is already linked, Convertmax can write the score, tier, and recommended action back to HubSpot, GoHighLevel, Close, or Jobber. Writeback runs when one of those three fields changes. The CRM stays the place the team works the lead. Connecting a CRM for pipeline data does not by itself turn writeback on, and Dynamics is a signal source on the setup checklist, not a score writeback destination.