Steps
- Define half-lives. Per signal type: how long does relevance last?
- Build decay function. Exponential decay applied to signal-weighted scores.
- Schedule recalculation. Weekly job recalculates all scores.
- Sync to CRM. Updated scores with change indicators.
- Validate. Reps report scores match their intuition about account timing.
Success criteria
Stale-signal accounts drop in ranking within 2 weeks. Rep trust in scores increases.
