Who do you call first on Monday morning?
Seventy contacts in the database and half a morning to make calls. The order is determined by gut feeling, and that feeling differs per team member. Someone who has just experienced something calls different people than someone who has been working through the same list for three weeks.
The situation
Monday morning is the most concrete moment at which prioritisation becomes visible. You have a list. You have limited time. You have to choose. If your colleague has the same list, they choose differently — not because that colleague does better or worse, but because there is no shared calculation rule.
The result is that the leads with the highest likelihood do not always end up at the top. Some contacts are called time and again because they feel familiar. Others sink down the list because no one ever got started on them.
What you do in Klimosa
You open your home page. The dossiers are sorted by lead score: a number from 0 to 100, calculated on the basis of two factors:
- Status of the contact — active or not.
- Recency — how long ago was the last contact moment?
You call the contacts from top to bottom. Everyone on your team sees the same order, based on the same calculation rule.
What happens next
The score moves along. If you call a contact and record it as a contact moment, the recency score rises. If no contact moment has been registered for a long time, the score drops. This way the list automatically drifts towards the contacts that need the most attention.
If you close a dossier, the status changes — and the score drops accordingly. The list adapts to what is actually in your dossiers. Companies do not get a score; it only applies to persons in a process.
The score runs from 0 to 100. Status yields 10 or 20 points (active scores higher). Recency of the last contact moment yields up to 25 points: within one day gives the most points, after that it gradually declines — after a month it no longer counts. Hot is 70 points or more; warm is 40 to 69; cold is below 40. No AI is involved; you can verify the outcome by hand.
Why this works
Gut feeling is not bad input — but it does not scale. As soon as your team grows, or as soon as you take a day off and a colleague takes over your list, gut feeling no longer works. A transparent calculation rule always works the same way, for everyone, regardless of who is sitting at the desk on Monday morning.
Example situation — not a customer case. This is the actually implemented flow, not a customer result.