How Do SDRs Use Scoring to Prioritize Outreach?
Give SDRs a daily plan that works: fit + intent + recency scores roll into clear tiers, queues, and next-best actions so reps work the right people first—fast and consistently.
SDRs use scoring to convert noisy databases into ordered queues. Scores combine fit (ICP match and role), intent (content consumption, high-value actions), and recency (freshness) to assign A/B/C tiers. Those tiers drive routing, SLAs, and tier-specific cadences so reps hit high-probability contacts first, personalize by reason code, and stop spinning on low-value records.
What SDRs Need in the Workflow
The SDR Scoring-to-Action Playbook
Turn scores into booked meetings with a consistent, measurable sequence.
Score → Segment → Queue → Sequence → Personalize → Engage → Inspect
- Score contacts & accounts: Blend fit, intent, and recency; assign A/B/C and account roll-up.
- Segment by role & region: Prioritize buying roles, territories, and time zones.
- Queue by tier with SLAs: Auto-create A-now, B-today, C-nurture lists with timers and reassignment rules.
- Launch tiered cadences: Map step count, channels, and spacing to A/B/C expectations.
- Personalize by reason code: Reference the trigger (event, page, asset) with the relevant talk track.
- Engage & multi-thread: Use account view to contact complementary roles; prevent overlap with sales.
- Inspect and improve: Track “A worked in SLA,” meeting rate, and precision@A; adjust thresholds monthly.
SDR Prioritization Maturity Matrix
| Capability | From (Ad Hoc) | To (Operationalized) | Owner | Primary KPI |
|---|---|---|---|---|
| Scoring Logic | Clicks-only | Fit + intent + recency with account roll-up | RevOps/Marketing | Precision@A |
| Queues & SLAs | Manual sorting | Auto A/B/C queues with timers & reassignment | Sales Ops | % A Worked in SLA |
| Cadence Mapping | One-size-fits-all | Tier-specific steps, channels, and spacing | Enablement | A/B Meeting Rate |
| Reason-Code Personalization | Generic opener | Dynamic first line & asset by trigger | SDR Leadership | Reply Rate |
| Buying-Group Coordination | Duplicate touches | Account view with role coverage & holds | RevOps | Meetings per Account |
| Continuous Tuning | Set-and-forget | Monthly threshold & weight adjustments | Analytics/RevOps | Lift vs. C |
Client Snapshot: From Busy to Booked
An SDR team moved to A/B/C queues with reason-code personalization. In 8 weeks, “A worked in SLA” increased 24%, meeting rate rose 18%, and average time-to-first-touch dropped from 11 hours to under 2 hours.
Pair scoring-driven queues with Lead Management (routing, SLAs, hygiene) and account roll-ups powered by Account-Based Marketing.
Frequently Asked Questions for SDRs
Give SDRs a Clear, High-Yield Queue
Implement tiered scoring, SLAs, and reason-code personalization so reps spend time where it converts.
Prioritize High-Intent Leads Focus Outreach on Target Accounts