No. 07 · Lead Scoring and Routing

A lead score reps actually agree with

A lead score only helps if reps trust it. We tuned the Clay scoring and measured agreement every week. In the latest read, 73% of reps’ triage calls matched the score.

ClayLead triageOctober 2026From The FullFunnel Dozen

Rep agreement with the lead score

Previous week~50%

Latest week73%

Share of triaged leads where a rep’s call matched the score. FullFunnel-computed on small weekly samples.

The short answer

We changed one rule in the Clay scoring, falling back on job title when job function is missing, and started a weekly report comparing each rep’s triage call with the score, by region and rep. Leads that reps pass on now go into region-based nurture and come back to them when they engage.

ScoringClay

ReportingWeekly, by region and rep

IssueOctober 2026

How it worked

Problem, fix, proof

The problem

What was the problem?

Some lead records were missing job function, which left the score with less to go on. And nobody was measuring whether reps agreed with the score, so there was no way to tell whether it was helping triage.

The fix

What did we change?

One scoring rule and two workflows:

Scoring falls back on job title when job function is missing
A weekly report of how often reps’ triage dispositions match the score, by region and rep
Region-based nurture for leads reps pass on, with a hand-back task to the owner when a lead re-engages

Job function first. Job title when it’s missing.

The proof

How are we measuring it?

Agreement is FullFunnel-computed each week on small samples and hasn’t been confirmed by the client yet. The reads moved around before the latest jump, which is why we show the full series below.

The result

What changed?

Trust in the score is now a number the team can watch, and it moved the right way in the latest week.

Weekly agreement, October

Week 1

Oct 6

~64%

Week 2

Oct 12

48%

Week 3

Oct 19

~50%

Week 4

Oct 26

73%

FullFunnel-computed on small weekly samples. Not yet client-confirmed.

Metric

Triage calls that match the score

Window

Four weekly reads, Oct 6 to 26

Source

FullFunnel-computed, small samples

Sound familiar?

Do your reps trust the lead score?

Talk to us about it

Reps and the lead score disagree on which leads to work first.

Fields the score depends on, like job function, are missing on some records.

Nobody tracks how often the score matches what reps decide.

FAQ

Frequently asked questions

What is rep agreement with a lead score?

The share of triaged leads where a rep’s call matches the score the model gave. It turns “do reps trust the score?” into a number.

What happens to leads reps don’t take?

They move into nurture for their region, with emails at 3, 5, and 7 days. When a lead’s nurture engagement score reaches 40, the owner gets a task to pick it back up. UK and EU nurture went live on October 26.

Is 73% a confirmed result?

Not yet. It’s FullFunnel-computed on a small sample and hasn’t been confirmed by the client, so we treat it as an early read.

←Previous · No. 06A target account list that keeps itself current Next · No. 08Routing rules tested on real leads before go-live→