Manage Hot Leads

Hot Leads takes prospect engagement (like email interaction and live website tracking) into account to measure how interested/engaged a prospect or customer is. 

Here's how this works. You, the admin, will determine which activity is most noteworthy and designate points to each data set. As a prospect performs those activities, they will accumulate points. Once they hit your predetermined point threshold, they will become a Hot Lead and be distributed to a member of your team. 

Admins can configure Hot Leads by navigating to your Settings and selecting Hot Leads. This page is available for users with the admin role by default.

Things to Note: Hot Leads is enabled by default when you start with the SalesLoft platform. you may deselect the event point values to disable the feature or to pause it while you determine the appropriate values for your team. 

Permissions to access this page can be granted/limited using the Manage Hot Leads permission in Roles & Permissions.

In this article, you will learn about the Hot Leads Admin Settings, including: 

• Set Event Points
• Specify Event Thresholds
• Hot Leads Assignments
• Allow Hot Leads to Log to Salesforce

Set Event Points

First step to enable Hot Leads is to configure the appropriate engagement values for each event:

• Email Clicks
• Email Views
• Website Views

Each time one of these events occurs, it will count toward a Person's Hot Lead score. For example, if a Person views an email three times, then three separate events would occur for Email View.

Things to Note: 

• Email Clicks and Email Views are recognized through the Live Feed for Lofted emails. 
• Website Views are triggered from SalesLoft's Live Website Tracking feature. Teams will need to have Live Website Tracking set up in order to use Website Views as a part of the Hot Leads score. To learn about setting up Live Website Tracking, check out our Live Website Tracking article.

To set your event points, follow these steps:

1. From your Team Settings, go to the Hot Leads page.
2. Below the Event Points, check the box next to each event type in order to use that event in Hot Leads scoring.
3. Designate a point value for each event. A higher point value will help drive the level of importance for a specific event.
   • Things to Note: the default point values are as follows: 
     • Email Clicks: 275
     • Email Views: 5
     • Website Visits: 125
4. Once your values are set, click Save Settings.

Specify Event Thresholds

The Event Threshold will be the point value that a Person must meet or cross in order to receive the "Hot Lead" status. When setting this value, consider the points set for individual events to help inform a reasonable threshold.

Let's run through an example scenario. First, you would designate the event points. For this example, we will use the following:

• Email View = 2 points
• Email Click = 4 points
• Website Visit = 1 point

Next, you will determine the threshold. The threshold says that if a prospect accumulates that point number or higher, they will become a Hot Lead.

Things to Note: A Person has 14 calendar days to collect the threshold point number in order to become a Hot Lead. This is a rolling 14 day look back period.

For our example, we will set the event point threshold to 13 points.

Finally, select how often a Person can become a Hot Lead using the dropdown menu. The options include: 

• Only once
• Once every 14 calendar days
• Once every 30 calendar days
• Once every 45 calendar days
• Once every 60 calendar days
• Once every 90 calendar days

Going back to our example, if a prospect views an email once (1 x 2pt), clicks on the content link twice (2 x 4pt), and visits your selected web page or pages thrice (3 x 1pt) within the past 14 days, you will accumulate 13 points and that prospect is considered a Hot Lead (yay!).

Hot Leads Assignments

Once a Person in SalesLoft becomes a Hot Lead, they will be assigned to a user.

You can choose who the Hot Lead will be assigned to based on one of the following criteria:

• Person Owner
• Cadence Assignee
• Cadence Assignee but fallback to the SalesLoft Owner (in the event that an assignee does not yet exist).

Assigned Hot Leads will appear in a new section in the right-side workflow bar for each user.

Then, you will set how long an individual Hot Lead will remain in the workflow bar, depending on how quickly you prefer your users to follow up with a Person. You will have the following options to choose from: 

• 3 calendar days
• 4 calendar days
• 5 calendar days
• 6 calendar days
• 7 calendar days

Allow Hot Leads to Log to Salesforce

To sync Hot Lead activity to Salesforce, check the box for Log Hot Leads to Salesforce. 

When a Hot Lead is created, a new activity will also be created in the Salesforce Activity History for that Person.