The AI Lead Score is a number from 0 to 100 shown on every active lead. It reflects how likely that lead is to convert, updated automatically as new activity arrives.
What the score means
| Range | Interpretation |
|---|---|
| 80 – 100 | High conversion likelihood |
| 60 – 79 | Strong conversion likelihood |
| 36 – 59 | Mixed signals — some positive, some holding the lead back |
| 0 – 35 | Lower conversion likelihood |
Won leads are always shown as 100. Lost and Not Responding leads are always shown as 0.
How the score is calculated
The score is built from five weighted components:
| Component | Weight | What it measures |
|---|---|---|
| Intent | 30% | Direct signals from the customer: replies, calls, texts, meetings, and buying-intent keywords |
| Fit | 25% | Deal value, close probability, product interest, returning customer history, pipeline stage |
| Momentum | 20% | Recency of last interaction, recent stage movement, volume of activity, multi-channel engagement |
| Sales Practice Health | 15% | How well your team is managing the lead: response speed, follow-up cadence, overdue todos, automation health |
| Historical Calibration | 10% | AI classification of the lead, repeat buyer signals, and workspace-level outcome data |
Each component is scored independently and then combined using those weights to produce a final 0-100 score.
Intent signals and how they are weighted
Direct intent signals carry the most weight:
- Direct replies (email, chat, SMS) — highest per-signal boost, capped at a combined +40 points in the Intent component
- Inbound calls or callbacks — strong signal
- Inbound texts or chat messages — strong signal
- Meetings — strong signal
- Buying intent keywords — if the AI detects words like "pricing," "quote," "proposal," "demo," "invoice," "ready to move forward," or "book," the lead gets an additional intent boost
Passive signals (email opens, link clicks, page views) also contribute, but are weighted lower. If a lead only has passive signals and no direct replies, calls, or meetings, the score is capped at 65 regardless of other factors.
What raises the score
- Customer replied or called recently
- Customer mentioned pricing, a quote, or buying-intent language
- High deal value or strong close probability set by your rep
- Recent stage movement
- Rapid multi-channel engagement
- Active automation covering the lead
- Returning customer or prior purchase history
- Clear next sales step identified by AI
What lowers the score
- Customer message went unanswered for 24+ hours
- Multiple outbound touches sent without any reply
- No interaction in 30+ days
- Overdue todo actions
- Automation follow-up is overdue
- Lead is in a paused pipeline stage
- AI classified the conversation as non-actionable or auto-reply
Reading the explanation
Each lead's score comes with a plain-language explanation, for example:
- "High conversion likelihood because of recent direct customer replies and pricing inquiry."
- "Balanced outlook: recent meeting activity helps, but repeated unanswered outbound is holding the lead back."
- "Lower conversion likelihood because of stale interaction history."
The explanation reflects the top positive and negative factors for that specific lead.
When is the score updated
The score is recalculated automatically whenever:
- A new signal arrives (reply, call, text, click, page view)
- The lead's status, stage, deal value, or probability changes
- An assigned rep changes
- A Todo action is created, completed, or goes overdue
- An automation step runs or becomes overdue
- Your team sends an outbound message
Updates happen in near-real-time. The score reflects current state, not a daily snapshot.
Frequently Asked Questions
Q: Is the AI Lead Score the same as Priority?
No. Priority (High, Medium, Low) comes from the internal triage system and reflects when you should act. The AI Lead Score reflects how likely the lead is to convert. A lead can be high priority but have a low score (e.g., a customer who sent an urgent message on a cold deal), or high score but lower urgency (e.g., a warm lead waiting on a scheduled follow-up).
Q: Can I change the score manually?
No. The score is computed automatically from lead signals and behavior. To improve a lead's score, keep the conversation active, reply promptly, and complete your todo actions.
Q: What is "workspace calibration in shadow mode"?
As your workspace accumulates Won and Lost outcome data, Slokoto trains a workspace-specific model to better calibrate scores for your typical deal patterns. Until enough outcome data exists, this component operates in shadow mode and does not adjust the score. You will see a note on the lead when this is the case.
Q: Why is the score capped at 65 for some leads?
If a lead only has passive engagement — email opens, link clicks, or page views — with no direct replies, calls, or meetings, the score is capped at 65. Passive engagement alone is not a strong enough signal to indicate high conversion likelihood.