How can I set the score for each label | CRM FAQs

How can I set the score for each label?

There are two ways segmentation scoring can be done:

  • Manual

  • Automatic (available only in the Ultimate edition)

The segmentation score is set in a range of 1-5 by default. You can adjust the score range by moving the slider to the desired position like 1-2, 1-3, or 1-4. 

Once the score range is set, you can choose either a manual or automatic method of calculation for assigning the segment labels to records.


Manual: You have to define the criteria manually and set the score for the system to use to compute the R, F, and M scores. For example:

  • Enter the score of the Recency score as 5 if the sale closing date is "between this week and last week" or "is not last month". Similarly, the score will be 4 if the recent purchase time is "till yesterday".

  • You can set that if the number of purchases is more than 8 in the Frequency field, the score will be 5 and if it is between 5 and 10 the score will be 4, and so on.

  • In the Monetary field, set the score as 5 if the amount spent is more than $1500 and 4 if the amount is between $800 and $1200.

Automatic: The system will automatically compute the RFM score using the percentile method. The entire data set is divided into five parts (to give scores within a range of 1-5) with distribution at the 20th percentiles. This means that each RFM score will be split across the percentiles percentile: 0 to 20, 20 to 40, 40 to 60.

For the recency score, the dataset will be arranged from the most recent purchase to the oldest purchase. For example, if the most recent purchase was a week ago and the oldest purchase was 6 months ago, CRM will set these two times as the boundaries and draw the percentiles within this time period. The scores will change at every 20th percentile.

Similarly, for frequency and monetary fields the datasets will be arranged from the highest to lowest occurrence and highest to lowest value respectively.

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