Lead scoring is the process of assigning a numerical value to each potential customer. This value can range from 0 to 100, with 0 being the least qualified lead and 100 being the most qualified lead. Lead scoring is necessary because it helps sales reps to identify which customers are ready to convert into customers. A company can also use lead scoring as a way of segmenting their customers into different groups, with each group containing people who are at different stages in the sales funnel.