Configure the scoring model
Predictive lead scoring is available with a Dynamics 365 Sales Enterprise license, which includes up to 1,500 scored records per month. Organizations that need to score more than 1,500 records per month can upgrade to Sales Premium for unlimited scoring. Before you begin, ensure your organization has at least 40 qualified leads and 40 disqualified leads from the past two years. The model needs this historical data to identify meaningful patterns.
To configure predictive lead scoring, go to App Settings > Lead + opportunity scoring > Quick setup, then select Create and publish in the Predictive lead scores section. The system trains the initial model on your historical lead data, which takes approximately two hours.
After training completes, review the model accuracy score and the top influencing factors the AI identified. The accuracy score indicates how well the model predicts outcomes based on your data—a higher score means more reliable predictions. The top influencing factors show which fields have the strongest correlation with lead conversion in your organization.
Publish the model to make scores available on lead records. Sellers now see the predictive score widget on each lead, showing the score, grade, and the specific factors influencing that lead’s score.
Organizations selling different product lines with distinct qualification patterns can create multiple scoring models. For example, Contoso might create one model for enterprise sales leads and another for small business leads, each trained on the relevant historical data for that segment.