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Account Scoring in Salesforce: How to Summarize Lead Score for Accounts

Account Scoring in Salesforce: How to Summarize Lead Score for Accounts

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Already have lead scoring set up and want to take it a step further? Lead scores can be summarized for all related Leads and Contacts to the Account with some help from an App from the Salesforce App Exchange. You can then create reports in Salesforce, lists, and triggers within your marketing platform to target these Accounts based on the Account Score.

A prerequisite for summarizing lead score on the Account

In order to populate Account Lead Score on the Account, you will need to create a relationship between Leads and Accounts. This is not available in Salesforce without custom configuration or help from an App on the Salesforce AppExchange. Want to set this up without installing an App? Learn how to set this up using Process Builder and Flow.

If you do not create a relationship between Leads and Accounts, you can still follow along to learn how to create an Account Score field to summarize Contact scores.

Create the Account fields

To populate the account score for leads and contacts within the account, you will need to create 3 fields:

  1. Account Contact Score: A number field that will display the sum of the score for all Contacts within the Account.
  2. Account Lead Score **: A number field that will display the sum of the score for all Leads within the Account.
    ** see post prerequisite
  3. Account Score: A formula field that will calculate the sum of the Account Contact Score and the Account Lead Score.

Account Contact Score field creation

Account Lead Score field creation

Account Score field creation

Note: I recommend making all 3 of these fields read-only.

Install Rollup Helper

Rollup summary fields only work if there is a master-detail relationship, so to rollup the lead and contact scores Rollup Helper will need to be installed from the Salesforce AppExchange. Follow the instructions to install the free app in your Salesforce Org.

Create a roll-up helper for lead score

Navigate to the Rollup Helper app and click on create a new rollup. Select Account for where you would like your rollup results to reside.

Select Lead as your child object and select your related field. Select sum for the field type and select the score field you want to summarize.

Optionally, add some custom filters to exlcude leads from this rollup. For example, you might want to exclude certain email domains (employees) or certain lead statuses (rejected, bad data, etc).

Create a roll-up helper for contact score

Naviate to the Rollup Helper app and click on create a new rollup. Select Account for where you would like your rollup results to reside.

Select Contact as your child object and select your relationship field. Select sum for the field type and select the score field you want to summarize.

Optionally, add some custom filters to exlcude contacts from this rollup. For example, you might want to exclude certain email domains (employees) or certain statuses (rejected, bad data, etc).

Create Account Score Reports

Once the roll-ups have finished running. You can now create Account score reports by selecting the Account report type and pulling in your new custom fields. You also might want to create a bucket column using Account Score, to categorize the Account Scores into warm and hot Accounts.

Questions?

Send me a tweet @jennamolby, or contact the Sercante team for help.

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  • Jenna is a Marketing Operations leader with over 10 years of experience working with both enterprise organizations and start-ups. She started her career as a consultant, helping B2B and B2C clients get the most out of Marketo, Pardot, Marketing Cloud and Salesforce. She then moved in-house, working with B2B SaaS companies, helping them build their sales and marketing technology stacks and processes from scratch.

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