Salesforce: Accounts scoring

Prioritizing Accounts for your Sales team

Using Buyer Discovery, you can prioritize accounts in Salesforce by creating a Formula Field for Account Scoring, and ordering your accounts in descending order by this field. 

1. In your Salesforce org, click on the Setup icon

2. In Setup, search and click on “Object Manager”

3. In the Object Manager, select the “Buyer Discovery Product Intent” object

4. In the “Buyer Discovery Product Intent” object, select “Fields & Relationships”

5. In “Fields & Relationships” select “New”

6. In the New field creation page, name the field “Account Score, and for Field Type, select Formula

7. In the Formula page, add in a query for account scoring. For example, if we want a score on a scale of 0-100, that inputs Purchase intent as most important, Product Awareness as second most important, and Engagement as third most important, the query could look like this:

((GDMDataInsights__Engagement_Sorting_Order__c)*(2 * GDMDataInsights__Product_Awareness_Sorting_Order__c)*(3 * GDMDataInsights__Purchase_Intent_Sorting_Order__c ))/4.5

8. After validating the query, click save and exit from the Setup object manager

9. Now to prioritize account based on this score, go to Reports

10. In Reports click on new report, and for Report Type, select “Buyer Discovery Product intent”

11. In the Report Edit page, add the column “Account Score”, and sort by Descending

12. Save & Run this report

Now, you can use this report to prioritize accounts based on their combined levels of intent, product awareness, and purchase intent. You can also pull in more values for your account scoring field with the Advanced Formulas feature.