What is a good lead score threshold?
There is no universal number, and the right one is wherever your own best and worst customers separate when you score them retrospectively.
Why 70 out of 100 is a bad default
Round thresholds get chosen because they feel natural, not because anything in the data changes there.
Score ten customers you know the outcome for and the useful cutoff tends to sit somewhere unlovely, like 58 or 64, because that is where the two groups actually part. A threshold inherited from a template is a guess wearing a number.
Decide which mistake you would rather make
A lower threshold lets through more time-wasters; a higher one turns away people you could have helped — and the right trade depends on what a sales hour costs you.
A team with spare capacity should set the bar lower and accept some noise. A team whose calendar is the bottleneck should set it higher and accept that some good leads are sent elsewhere. The number is a capacity decision as much as a quality one.
Part of our guide to lead scoring software.
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Last updated 2026-10-02