Purpose
To provide a standardized tracker for logging ICP scores against leads and accounts. This enables Sales and Marketing to track ICP alignment across the pipeline, prioritize high-fit leads, and measure targeting effectiveness.
ICP Scoring Tracker Table
| Lead / Account Name | Industry | Company Size | Revenue Bracket | Geography | Tech Fit | Role Fit | Intent Signals | Strategic Value | Total ICP Score (0–100) | Tier (High/Med/Low) | Owner | Last Updated |
| Acme Software | SaaS | 1200 | $80M | US | 15 | 15 | 10 | 8 | 83 | High | Jane (SDR) | 25 Aug 2025 |
| HealthCo Systems | HealthTech | 200 | $15M | EU | 12 | 10 | 6 | 5 | 58 | Medium | John (AE) | 20 Aug 2025 |
| FinEdge Analytics | FinTech | 700 | $45M | APAC | 14 | 12 | 9 | 9 | 80 | High | Sarah (SDR) | 21 Aug 2025 |
| RetailOne | Retail | 50 | $2M | US | 5 | 6 | 0 | 2 | 13 | Low | N/A | 19 Aug 2025 |
Usage Guidelines
- Scoring Method
- Industry Fit = up to 20 pts
- Company Size = up to 15 pts
- Revenue Bracket = up to 15 pts
- Geography = up to 10 pts
- Tech Fit = up to 15 pts
- Role Fit = up to 15 pts
- Intent Signals = up to 10 pts
- Strategic Value = up to 10 pts
- Total = 100
- Tiering Rules
- High Fit (80–100) → Immediate priority for SDR/AE.
- Medium Fit (60–79) → Add to nurture sequence.
- Low Fit (<60) → Recycle or disqualify.
- CRM Alignment
- Scores must be logged in CRM fields (not just offline sheets).
- Sales Ops integrates this tracker with dashboards for reporting.
- Review Frequency
- SDRs update tracker during research/qualification.
- Sales Managers review scoring consistency monthly.
- Sales Leadership adjusts scoring weightages quarterly.