Score factors in your CRM

What it represents

A score without a reason gets ignored. Score factors are the per-record answer to “why this one”: a short list of the fields that pushed this record’s score up or down the most, in your own field names, with the direction shown.

They are per record, not per model. The model-level view tells you which fields matter across the whole population. Factors tell a rep why the lead in front of them landed where it did.

How it’s calculated

For each record, the model reports how much each of its inputs contributed to that record’s result. Those contributions are then rolled back to the CRM field they came from: a job title that expanded into many internal columns is summed and shown once as Job Title, not scattered across five fragments.

Fields are ranked by the size of that contribution, and the direction comes from its sign. Where a phrase carries a multiplier, that multiplier comes from the observed rate in your data, never from the contribution value itself · and if the two ever point opposite ways, the multiplier is dropped rather than shown next to an arrow that disagrees with it.

The factors do not sum to the score. They rank and they point.

What it means for you

Configure three fields on the score and every scoring run fills them in: a number field for the score, a date field for when it was written, and a text field for the factors. The factors land as one compact string, so a rep sees the reasoning in the same record view they already work from.

Worked example: a lead comes back at 78 with “Job Title: VP Operations · Industry: Logistics · Webinar registrations in last 30 days: 2”. A rep reading that row knows what to open with. A RevOps lead reading a hundred of those rows knows whether the model is keying on something sensible or on an artifact of how the CRM is filled in.

Read them as reasons for the ordering, not as a breakdown of the number. And a note worth passing on: these strings echo your own field values, so they belong in your CRM and in the response to your own call.