Predictive Lead Scoring Configuration¶
Configure automated probability calculations, adjust statistical quality variables, set historical lead start dates, and update win odds in CURQ 18.
1. Understanding Predictive Lead Scoring in CRM¶
Predictive Lead Scoring calculates the likelihood of closing incoming deals using statistical analysis. Rather than relying on individual guesswork, CURQ evaluates historical outcomes across won and lost deals to compute a statistical win probability percentage on each active opportunity.
Key factors evaluated by the scoring algorithm include:
Stage: The current pipeline stage of the deal.
Communication Quality: Contact data completeness, including Phone Quality and Email Quality.
Historical Cutoff Date: A defined starting date ensuring older, obsolete deals do not distort current probability models.
2. Navigating to Predictive Lead Scoring in Settings¶
To view and manage lead scoring parameters:
Open the CRM application.
In the top navigation bar, click Configuration.
Select Settings.
In the CRM section, locate the Predictive Lead Scoring block situated next to Rule-Based Assignment.
3. Customizing Statistical Attributes and Historical Start Dates¶
Click Update Probabilities to adjust the variables and date range used for probability calculations:
Statistical Attributes: While deal stages are automatically evaluated, you can include extra variables to refine calculation precision:
Phone Quality: Evaluates the validity and structure of the contact phone number.
Email Quality: Evaluates the validity and presence of the contact email address.
Click into the field box to add further attributes, or click the cross icon on any tag to remove it.
Consider leads created as of the: Sets the earliest lead creation date included in the statistical calculation (such as
09/27/2026). Deals created before this date are excluded from the dataset.Click Update to save changes and calculate automated probabilities across active opportunities in the pipeline, or Cancel to discard edits.
4. Automated Probabilities Across the Opportunity Pipeline¶
Once probabilities are recalculated:
Each active opportunity displays an automated probability percentage reflecting its statistical win likelihood.
When an opportunity moves between pipeline stages or updates its contact details, CURQ updates the calculated probability automatically.
If a salesperson manually enters a custom probability percentage on a specific deal, CURQ respects that manual input and preserves the user figure without overwriting it during automated recalculation cycles.