> ## Documentation Index
> Fetch the complete documentation index at: https://docs.craftflow.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Scorecard Weights

> How scorecard weights affect your overall score and how to use them effectively.

Each item on your scorecard gets scored 0-5 by the AI. Every item also has a **weight** (defaulting to 1) that controls how much it affects the overall score.

## How the Math Works

The system multiplies each item's score by its weight, adds those up, then divides by the maximum possible (5 x each weight, added up). That gives you a number between 0 and 1.

**Example — Equal weights:**

Two items, both weighted at 1. One scores a 5, the other scores a 3:

```
(5 + 3) / (5 + 5) = 0.80
```

**Example — Weighted for importance:**

Same scores, but the second item's weight is bumped to 3 because it matters more:

```
(1×5 + 3×3) / (1×5 + 3×5) = (5 + 9) / (5 + 15) = 0.70
```

The lower-scoring item now drags the average down more because it carries more weight.

## Special Cases

### Not Applicable (N/A)

Items marked **N/A** are thrown out entirely — they don't count for or against the score. If an item doesn't apply to a particular conversation, it's excluded from the calculation.

### Zero-Weight Items

Setting an item's weight to **0** lets you track something without it affecting the final score. The AI still scores the item, and you can still see it in reviews — it just doesn't move the number.

This is useful for:

* Tracking behaviors you're curious about but not ready to enforce
* Piloting new scorecard items before making them count
* Monitoring soft skills without penalizing reps

## When to Adjust Weights

* **Revenue-driving steps** (options presentation, closing, objection handling) — consider weight 2-3
* **Hygiene steps** (greeting, intro) — keep at weight 1
* **Experimental steps** — set to weight 0 until you're confident in the criteria

<Tip>
  Use weights conservatively. Start with everything at 1, then adjust after you've seen a few weeks of data and know which steps actually correlate with revenue.
</Tip>