Scoring and bands
How points, weights and bands turn six answers into a number out of 100.
Owners and MakersPoints
Every answer carries 0 to 10 points. Ten means "exactly the customer we want"; zero means "not for us". The spread matters more than the exact numbers — what the score needs is a clear difference between a good answer and a bad one.
Weights
Each question carries a weight that multiplies its answer's points. Pick the one or two questions that really separate a good lead from a bad one and set them to double; leave the rest at normal.
| WEIGHT | EFFECT |
|---|---|
| Normal ×1 | Points count once. |
| Double ×2 | Points count twice. |
| Triple ×3 | Points count three times. Use sparingly — it drowns everything else. |
| Not scored | The question is asked and stored, but adds nothing to the score. |
"Not scored" is for the questions that tell your sales team something without making the lead better or worse — when a contract renews, for instance. The answer still appears on the lead.
The score out of 100
The raw score is the sum of each answered question's points times its weight. That total is then normalised against the highest total the quiz could produce, giving 0–100. This is why adding a question never invalidates old leads' scores in a confusing way: each lead records the quiz version it answered.
Data location ×2 10 pts → 20 / 20
Audit cadence ×2 8 pts → 16 / 20
IT team size ×1 7 pts → 7 / 10
raw 43 of 50 → 86 out of 100Bands
Bands turn the number into words your team already uses. Three is usually right: two feels like a verdict, five feels arbitrary. Each band covers a score range, carries a tone (low, mid, high) and holds the copy the respondent reads.