Lead Management24% of the exam
Grading profiles, criteria and letter grades
How a prospect grade measures fit on the A+ to F scale, how profiles and weighted criteria move it in thirds of a letter, the ways to assign profiles and match criteria, and how grade differs from score.
Explain what a Grade measures and how grading is managed.
~7 min read · 10 practice questions ·
What the exam expects
- Explain that a grade measures how well a prospect fits your ideal customer, and contrast it with the activity-based score.
- Read the A+ to F scale and predict a grade change from a criterion's weight.
- Create and edit profiles, including what you can't do to the Default profile and what editing criteria triggers.
- Choose a way to assign a profile and a way to match criteria, including automation rules with Matches, Does Not Match and Not Known.
- Diagnose a missing or unchanged grade.
Key terms:
- Grade: a letter from A+ to F showing how well a prospect fits the criteria of its profile.
- Profile: a set of criteria describing one ideal customer type; every prospect has one.
- Criterion: one fit condition in a profile, with a grade adjustment of one-third, two-thirds or a full letter.
- Default profile: the profile every prospect belongs to until assigned another.
Key facts
Grade measures
- Detail
- Fit against profile criteria
Scale
- Detail
- A+ to F, each step one-third of a letter
Starting grade
- Detail
- D when the prospect converts
Criterion weights
- Detail
- 1/3, 2/3 or 3/3 of a letter
Default profile
- Detail
- Every prospect until reassigned; can't be renamed or deleted
Editing criteria
- Detail
- Regrades the associated prospects
Create a profile
- Detail
- Administrator or Marketing role; Prospects, Segmentation, Profiles
Assign a profile
- Detail
- Manual edit, Set Profile completion action, automation rule, profile JavaScript
Not Known
- Detail
- No impact on the grade
One rule or two
- Detail
- Separate rules for assigning a profile and matching criteria
Sources for this section (5)
- Grading Prospectshelp.salesforce.com (opens in a new tab)
- Grading Guidelineshelp.salesforce.com (opens in a new tab)
- Automation Rules to Grade Prospectshelp.salesforce.com (opens in a new tab)
- Create a Profilehelp.salesforce.com (opens in a new tab)
- Using Profileshelp.salesforce.com (opens in a new tab)
- Which five criteria does the Default profile start with, according to Trailhead?
- Why can one automation rule cover several job titles for a single criterion?
- When a sales rep wants to grade one prospect by hand, where do they do it?
- How far does a B- prospect fall after failing a criterion worth two-thirds of a letter?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
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