The Ultimate Guide to Scoring Rules in Horilla CRM
Not all leads are created equal — and your team shouldn’t waste time figuring out which ones are worth chasing. Scoring Rules in Horilla CRM take the guesswork out of record prioritization by automatically assigning scores to leads, opportunities, accounts, and contacts based on your own business logic. Define the conditions, set the points, and let the system do the heavy lifting — so your sales team can focus on what actually moves the needle.
Scoring rules allow organizations to add or subtract points for specific modules when certain criteria are met. These scores are automatically calculated during record creation or updates, ensuring real-time visibility into record value and engagement levels.
Accessing Scoring Rules from Settings
Scoring Rules are configured from the Settings section, making them part of the system’s core automation setup.
To access Scoring Rules:
- Open Settings
- Navigate to the Base configuration group.
- Select Scoring Rule
Scoring Rules List View
The Scoring Rules list view provides a centralized overview of all configured rules.
The list view includes:
- Rule Name
- Module (Lead, Opportunity, Account, or Contact)
- Is Active toggle
- Description
- Inline Actions for rule management
How to Create a New Scoring Rule
Creating a scoring rule is the first step in enabling automated scoring for a module.
The creation process includes:
- Clicking the New button on the Scoring Rules page
- Opening the Create Scoring Rule pop-up form
- Entering the Rule Name (mandatory)
- Selecting the Module
- Supported modules: Lead, Opportunity, Account, Contact
- Adding an optional Description
- Enabling or disabling the Is Active toggle.
- Clicking Save or Save & New
Once saved, the scoring rule appears in the list view and becomes available for criteria configuration.
Scoring Rule Detail View
Clicking on a scoring rule name redirects to the Rule Detail View. This page is dedicated to defining scoring criteria for the selected rule.
Each scoring rule can contain multiple criteria, allowing flexible and powerful scoring logic.
Adding Rule Criteria
Rule criteria define when and how points are added or subtracted for records in the selected module.
To add a rule criterion:
- Click New on the rule detail page
- Open the Create New Rule Criteria pop-up.
The criteria form includes:
- Points to Award – numeric value to be applied
- Operation Type
- Add → increases score.
- Sub → decreases scor.e
- Conditions
- Select Field
- Select Operator
- Enter Value
- Optional logical operators for multiple conditions
- Option to Add More Conditions
- Click Save to apply the criterion.
Multiple criteria can be added to a single scoring rule.
Inline Actions in Rule and Criteria List Views
Horilla CRM provides inline actions to manage scoring rules and their criteria efficiently.
Inline actions include:
- Edit scoring rule details
- Edit individual rule criteria.
- Delete rules or criteria with confirmation.
- Enable or disable rules using the active toggle.
These actions allow administrators to refine scoring logic without unnecessary navigation.
Applying Scoring Rules to Module Data
Once a scoring rule is:
- Fully configured
- Has at least one criterion
- Marked as Active
It is automatically applied to all records in the selected module during:
- Record creation
- Record updates
If a record satisfies the defined conditions, the configured score is applied immediately.
Viewing Scores in Record Detail View
The calculated score is displayed directly on the record’s Detail View, providing instant visibility to users.
For example:
- A Lead with Lead Source = Website
- Matching a scoring rule condition
- Automatically receives +10 points.
- The updated Lead Score is visible on the lead detail page.
This ensures sales and marketing teams can quickly identify high-value records.
Functional Benefits of Scoring Rules
Scoring Rules provide multiple business advantages:
- Automated record prioritization
- Consistent scoring logic across modules
- Real-time score updates
- Improved decision-making for sales teams
- Reduced manual evaluation effort
By applying a scoring logic system-wide, Horilla CRM ensures objective and data-driven record evaluation.
The Scoring Rules feature in Horilla CRM provides a powerful and flexible way to evaluate leads, opportunities, accounts, and contacts automatically. By defining rules, adding criteria, and activating scoring logic, organizations can ensure that scores are always up to date and accurately reflect record quality.
With centralized configuration, detailed criteria control, and real-time score visibility in record detail views, Scoring Rules play a critical role in improving CRM efficiency and data-driven decision-making.
