How do I set Fit Score thresholds and tiers?

Set Fit Score thresholds by drawing the High, Moderate, Low, and No Fit bands where your win data and team capacity say they belong, so each tier maps to a real action rather than an arbitrary cutoff. Thresholds are a business decision, not a statistical one.

This guide covers where to draw the tier bands. For how the underlying score is built, see how do I build a Fit Score.

Where should the High cutoff go?

Set High where the accounts above the line are both worth priority effort and few enough for your team to actually work. If High contains more accounts than your reps can touch, the tier is not doing its job. Look at where win rate climbs in your historical data as a guide.

What should each tier trigger?

Tie every tier to a distinct action, and to a Revenue Play where one applies. A tier that changes nothing is decoration.

Bands shown are illustrative. You set your own cutoffs from win data and capacity; these are not SignalRx defaults.

How often should thresholds move?

Revisit them when capacity changes or when a tier stops predicting outcomes. Small, deliberate adjustments beat constant tinkering, which erodes trust in the score. SignalRx writes the tier onto every account and contact in Salesforce, your system of record, as the score changes, so a moved threshold reflows the whole population at once. What keeps the scores trustworthy is that they combine external public context with your own internal signals, your revenue, support, and product-usage data tracked over time, with inference deciding which source to trust when they disagree, so the resulting scores and Tags become Revenue Plays and Salesforce lists your team works.

What does this look like on one account?

Illustrative, based on how SignalRx customers work. Lakeshore Vision Group is a private-equity-owned group, 15 locations, specialty ophthalmology, in-territory. Suppose your High cutoff is set so that its score lands just inside the High Fit band, so it inherits the High Fit action and Revenue Play; as an existing customer its health tier reads Expand. Had the High cutoff been set a few points higher, the same account would fall to Moderate Fit and a lighter motion, which is exactly why the cutoff is a capacity decision.

Key takeaways

• Set thresholds from win data and team capacity, not round numbers.
• Every tier should trigger a distinct action.
• Adjust deliberately, not constantly.

See it in action: Close Better Leads with SignalRx.

Related: How do I build a Fit Score? and How do I decide which accounts to work first?