---
title: BANT Scoring Implementation in Salesforce
type: article
created: '2026-04-05'
updated: '2026-04-05'
source_docs:
- raw/2025-10-09-quarra-salesforce-call-93107201.md
tags:
- salesforce
- bant
- lead-qualification
- lead-scoring
- automation
layer: 2
client_source: null
industry_context: null
transferable: true
---

# BANT Scoring Implementation in Salesforce

BANT (Budget, Authority, Need, Timeline) is a lead qualification framework that can be implemented directly on Salesforce Lead records as a scored field set. Rather than treating each element as a binary yes/no, a 0–3 point scale per dimension provides granularity and enables automation-driven stage progression.

## Overview

BANT scoring serves as the qualification gate between an unqualified lead and a working/converted lead. Once a lead converts to an Opportunity, BANT has served its purpose — the decision to pursue has already been made, and opportunity stage probability takes over.

**Key principle:** BANT lives on the Lead record only. It does not need to carry forward to the Opportunity.

## Scoring Model

Each BANT dimension is scored 0–3, for a maximum total of 12 points.

### Budget (0–3)

| Score | Meaning |
|-------|---------|
| 0 | No budget identified or unclear |
| 1 | Budget exists but is insufficient (e.g., $10K budget for a $20K project) |
| 2 | Budget exists with questions remaining |
| 3 | Budget confirmed and meets requirements |

### Authority (0–3)

| Score | Meaning |
|-------|---------|
| 0 | Decision-maker unknown |
| 1 | Contact identified but not the decision-maker |
| 2 | Access to decision-maker, process unclear |
| 3 | Direct relationship with confirmed decision-maker |

### Need (0–3)

| Score | Meaning |
|-------|---------|
| 0 | Need not established |
| 1 | General need identified, fit uncertain |
| 2 | Clear need, some fit questions remain |
| 3 | Strong need with confirmed fit |

### Timeline (0–3)

| Score | Meaning |
|-------|---------|
| 0 | No timeline or beyond 24 months |
| 1 | 12–24 months |
| 2 | 6–12 months |
| 3 | Decision imminent or within 6 months |

> **Note:** Timeline refers to the *decision* timeline, not the project execution date.

## Implementation in Salesforce

### Fields to Create

Add the following fields to the Lead object:

- `BANT_Budget__c` — Picklist or Number (0–3)
- `BANT_Authority__c` — Picklist or Number (0–3)
- `BANT_Need__c` — Picklist or Number (0–3)
- `BANT_Timeline__c` — Picklist or Number (0–3)
- `BANT_Score__c` — Formula field summing the four dimensions

```
BANT_Score__c = BANT_Budget__c + BANT_Authority__c + BANT_Need__c + BANT_Timeline__c
```

Group these fields in a dedicated **BANT** section on the Lead page layout for visibility.

### Lead Stage Automation

BANT score thresholds can drive automated Lead status transitions. Recommended stage model:

| Stage | Trigger |
|-------|---------|
| Unqualified | Default on creation |
| Qualified | BANT score reaches threshold (e.g., ≥ 8) |
| Working | Manually set or automation after qualification |
| Converted | Lead converted to Opportunity |

Use a Flow or Process Builder rule: when `BANT_Score__c` crosses the qualification threshold, update `Status` to `Qualified` and optionally notify the lead owner.

> The "Nurturing" stage is redundant with "Working" and should be removed to keep the pipeline clean.

### Restricting Conversion

To enforce the lead-first process, consider requiring `Status = Qualified` before a lead can be converted. This prevents reps from bypassing the lead stage and going directly to Opportunity creation — a common path-of-least-resistance behavior that degrades pipeline data quality.

## Relationship to Lead Scoring (Pardot)

BANT scoring is a *manual, rep-driven* qualification signal. It is distinct from automated **lead scoring** in Pardot (Account Engagement), which operates on two axes:

- **Engagement score** — responsiveness, email opens, call pickups
- **Fit score** — job size, project type, ideal customer profile match

These two systems are complementary. BANT captures what the rep has learned through direct qualification; Pardot scoring captures behavioral signals. Together they give a fuller picture of lead quality.

See [[knowledge/salesforce/lead-scoring-pardot]] for Pardot setup details (investigation pending).

## Client Example

This pattern was designed and discussed during a Salesforce implementation working session with [[clients/quarra-stone/_index|Quarra Stone]]. Their use case involves project-centric leads (named after the construction project, not the contact) where BANT helps determine whether a project is worth pursuing before committing to a full opportunity record and folder structure.

Key decisions from that session:
- BANT stays on the Lead only; does not carry forward to Opportunity
- Opportunity stage probability replaces BANT once conversion occurs
- Initial scoring criteria can be set by the implementer and refined after first use

See [[clients/quarra-stone/meetings/2025-10-09-salesforce-lead-management]] for full meeting notes.