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Grades

A grade of 'D' is automatically assigned to the prospect when they convert. Grades are based on explicit information about the prospect whereas scores are based on implicit activities performed. Here are the possible grades:

• A+
• A (Great)
  
• A-
• B+
• B (Good)
  
• B-
• C+
• C (Average)
  
• C-
• D+
• D (Below Average or Not Graded)
  
• D-
• F (Poor)
  

The grade aligns with how close the prospect is to the ideal customer profile as well as how qualified they are based on criteria. This is different from the score which is based on activities performed. It is important to incorporate a methodology for how grading works in your organization by way of custom profiles. Here are example grade adjustments based on prospect information matching the desired values:

• Industry, increase/decrease by a partial grade
• Department, increase/decrease by a partial grade
• Job title, increase/decrease by a partial grade
  
• Company size, increase/decrease by a partial grade
• Location, increase/decrease by a partial grade

Again, it is important to develop a process specific to your organization. Grading can be automated with automation rules (e.g. if job title contains 'marketing', increase the grade by a partial letter through the profile criteria match).

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