How to automate lead profiling
Freshsales allows automating lead classification through Workflows, but the process first requires creating a custom field to store the lead temperature and then setting up three separate workflows, one for each category (hot, warm, cold), each with conditions based on activity and interaction counts.
How to do it in Teeo
“Automate lead profiling: classify as hot those with 3 or more interactions, warm with 1-2, cold with no interactions”
The automation is active and will classify leads automatically in real time.
How to automate lead profiling in Freshsales: step by step
Requirements
- ·Predictive profiling with Freddy AI (automatic ML-based scoring) is only available on Freshsales Pro and Enterprise plans.
- ·Activity count-based automation via Workflows is available on the Growth plan and above.
- ·The Free plan has no access to Workflows; free users must classify leads manually.
- ·Freshsales does not have a native 'lead temperature' field; you must create a custom field to store this value.
- ·Workflows trigger when conditions are met, but the system does not proactively recalculate all existing leads when a workflow is created.
Go to Admin Settings
Click on your avatar in the top-right corner and select 'Admin Settings'. This opens the Freshsales administration panel.
Navigate to CRM > Fields to create a custom field
In Admin Settings, navigate to 'CRM' in the sidebar and click 'Fields'. Select the 'Contact' or 'Lead' entity (depending on how your CRM is structured). Click '+ Add Field'.
Create the 'Lead Temperature' field
In the new field form, select the type 'Dropdown'. In 'Field Label' type 'Lead Temperature'. Add three options: 'Hot', 'Warm', 'Cold'. Mark the field as optional and click 'Save'.
Go to Workflows in Admin Settings
In Admin Settings, find the 'Automation' or 'Workflows' section in the sidebar and click 'Workflows'. Here you will configure the automatic classification rules.
Create the first workflow: 'Hot' leads
Click '+ New Workflow'. In 'Workflow Name' type 'Classify Hot Lead'. In 'Module' select 'Contact' or 'Lead'. In 'Trigger' select 'Activity is logged'.
Configure the condition for hot leads
In the 'Conditions' section, click '+ Add Condition'. Select 'Number of Activities' as the field. Set the operator to 'Greater than or equal to' and the value to '3'. This condition identifies leads with 3 or more interactions.
Configure the action for hot leads
In the 'Actions' section, click '+ Add Action'. Select 'Update Field'. In the field to update select 'Lead Temperature'. In the new value select 'Hot'. Click 'Save' to save this workflow.
Create the second workflow: 'Warm' leads
Click '+ New Workflow'. Name this workflow 'Classify Warm Lead'. Use the same trigger 'Activity is logged'. In Conditions, add two conditions: 'Number of Activities' >= 1 AND 'Number of Activities' <= 2. Select 'AND' as the logical operator.
Configure the action for warm leads
In Actions, select 'Update Field' > 'Lead Temperature' > 'Warm'. Save the workflow.
Create the third workflow: 'Cold' leads
Click '+ New Workflow'. Name this workflow 'Classify Cold Lead'. Use the trigger 'Contact/Lead is created' to capture new leads with no interactions from the start. In Conditions, set 'Number of Activities' = 0.
Configure the action for cold leads
In Actions, select 'Update Field' > 'Lead Temperature' > 'Cold'. Save the workflow.
Activate all three workflows
In the Workflows list, confirm that all three newly created workflows are in 'Active' status. If any shows 'Inactive', click the toggle to activate it.
Verify classification on a test lead
Go to an existing lead in Contacts/Leads and manually log an activity (click 'Log Activity'). Wait a few minutes and reload the lead profile to verify that the 'Lead Temperature' field has been automatically updated to the correct value.
Frequently asked questions
Does Freshsales have AI-powered lead profiling?
Yes, Freshsales Freddy AI offers predictive lead scoring that automatically classifies leads based on behavior and history. However, this feature is only available on Pro and Enterprise plans. On the Growth plan, profiling must be manually configured via Workflows with activity count-based rules.
Can I use Workflows to classify leads on the Freshsales Free plan?
No. Automation Workflows are not available on the Freshsales Free plan. You need at least the Growth plan to use this feature. Free plan users must manually update the lead temperature field on each record.
Do Freshsales Workflows retroactively classify existing leads?
Not automatically. When you create a new Workflow in Freshsales, it only executes when the trigger event occurs in the future. Existing leads are not retroactively reclassified unless the trigger occurs again on those records (for example, a new activity is logged).