How do I score and prioritize leads in TactStack?
Short answer
Give every lead points for the things that predict a sale in your business: job type, urgency, budget signal, source, and how fast they responded. The score sorts your call list so the person with the best chance of booking today gets contacted first instead of whoever is at the top.
Before you start
- Six months of won and lost jobs to look at.
- Lead source captured on every contact.
- The job types worth the most to you.
- Who works the top of the list.
Step by step
- 1
Look at what actually closed
Pull your last fifty won jobs and find the shared traits: source, job type, timeline, and neighborhood.
Scoring built from opinion scores your assumptions, not your customers.
- 2
Pick five signals, not twenty
Job value, urgency, source quality, response speed, and whether they gave a real address.
Simple models get maintained; complex ones get abandoned.
- 3
Assign points and a threshold
Weight each signal, then define what counts as hot, warm, and cold.
A score without a threshold changes nobody's behavior.
- 4
Route by score
Hot leads call a person immediately. Warm leads get a text and a booking link. Cold leads go to nurture.
Prioritization only pays when it changes who gets called first.
- 5
Let behavior move the score
Opening a quote, clicking a booking link, or replying should raise the score in real time.
Intent shows up in behavior long before it shows up in words.
- 6
Check the model quarterly
Compare close rates by score band. If hot leads do not close better than warm, the model is wrong.
Scoring is a hypothesis you are supposed to test.
What good looks like
- The best leads get called first, every day.
- Low-intent leads stop consuming sales time.
- Follow-up intensity matches the size of the opportunity.
- You can prove which sources produce real work.
Common mistakes
The ways this goes wrong in sales, and what to do instead.
Scoring on gut feel›
The model just encodes existing bias and nothing improves.
Do this instead: Build the weights from traits shared by jobs you actually won.
Too many signals›
Twenty inputs nobody can explain means nobody trusts the number.
Do this instead: Keep five signals you can defend out loud, and review them quarterly.
Scoring without routing›
A number on a record that changes no behavior is decoration.
Do this instead: Tie each score band to a specific action and owner.
Frequently asked
5 questions about score and prioritize leadsRelated guides
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