Element / Retail - Precision Sales Targeting with Threshold Optimization
Precision Sales Targeting with Threshold Optimization
Problem :
Sales teams needed a mechanism to avoid low-quality leads and prioritize follow-ups with prospects most likely to convert. The absence of scoring thresholds caused inefficiency in lead engagement and missed opportunities.
Solution :
A scoring threshold of 0.3 was selected as the sweet spot-balancing recall and precision. A confusion matrix framework was applied to interpret true positives, false positives, true negatives, and false negatives, enabling sales teams to make informed resource allocation decisions.
Outcome :
This threshold tuning allowed sales reps to focus on warm leads, increasing the efficiency of follow-ups and reducing effort spent on unqualified contacts. Lead management became data-driven and results-focused.