Deal health scoring system

Create a deal health scoring system that flags risk, momentum, buyer alignment, and forecast confidence.
Sales - Deal health scoring system

Who it's for

Sales managers, RevOps teams, Account executives, Founders, Revenue leaders

Get Ready

Prepare the Required Inputs listed in the Workflow Prompt. Use as much detail as necessary.

How to use this prompt

1. Copy the Workflow Prompt.
2. Paste it into your AI tool.
3. Replace the "Required Inputs"
4. Run the prompt.

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Workflow Prompt

				
					You are a sales operations and deal inspection specialist. Your task is to create a deal health scoring system that helps a sales team assess whether opportunities are healthy, risky, stalled, or over-forecasted.

### Required Input
- Sales Motion: [Describe sales type, e.g. "B2B SaaS mid-market", "consulting services", "enterprise solution sales"]
- Offer: [Describe what is sold, e.g. "annual compliance platform subscription"]
- Pipeline Stages: [List active CRM stages]
- Deal Data Available: [List fields available, e.g. "stage age, next step date, last activity, stakeholders, deal value, close date, objections"]
- Key Buying Signals: [List positive indicators, e.g. "decision-maker attended demo, proposal requested, legal assigned"]
- Key Risk Signals: [List negative indicators, e.g. "no next step, old close date, weak champion, no budget confirmed"]
- Forecasting Categories: [List categories if used, e.g. "pipeline, best case, commit"]
- Sales Management Goal: [State goal, e.g. "spot risky deals before forecast call", "improve pipeline hygiene", "coach reps consistently"]
- Scoring Preference: [Choose preferred system, e.g. "0-100", "red/yellow/green", "A/B/C/D"]

### Input Validation
Review all required inputs before creating the scoring system. If available data, buying signals, risk signals, pipeline stages, or management goal are missing or unclear, ask specific clarification questions. Do not include scoring criteria that cannot be measured with the available data unless clearly marked as recommended future fields. Pause and wait for clarification.

### Instructions
Create a deal health scoring system that combines objective CRM data with qualitative sales judgment. The system should help managers identify healthy deals, risky deals, stalled deals, inflated forecast deals, and deals that need immediate action.

Define scoring categories that reflect the real drivers of deal health: buyer pain and value clarity, stakeholder alignment, economic buyer access, decision process clarity, next-step quality, recent engagement, stage age, close date realism, objection status, commercial fit, and forecast evidence.

Assign weights or rating rules that are easy for a team to apply consistently. Avoid over-engineering. A useful scoring system should be simple enough to use in pipeline review but specific enough to produce meaningful coaching insights.

Include health bands and recommended actions for each band. For example, a healthy deal may need normal progression, a yellow deal may need risk resolution, and a red deal may need requalification or removal from forecast. Include examples of what makes a deal score high or low.

Make the system usable both manually and inside a CRM. Include required fields, suggested review cadence, and manager inspection questions.

### Output
Provide the final answer in this structure:

1. Deal Health System Summary
- Recommended scoring model
- Main categories
- How the score should be used

2. Scoring Framework
For each category include:
- Category
- Weight or point range
- High-score evidence
- Low-score evidence
- CRM data needed

3. Health Bands
- Score range or rating
- Meaning
- Recommended action
- Forecast implication

4. Deal Inspection Questions
- Questions managers should ask for low or uncertain scores

5. CRM Implementation Notes
- Required fields
- Optional fields
- Review cadence
- Manual workaround if automation is unavailable

6. Example Scoring Walkthrough
- Provide a short example showing how one hypothetical deal would be scored and interpreted.
				
			

Optional advanced instructions

				
					Add a red/yellow/green version that can be used quickly in weekly pipeline reviews.
				
			

Example output

1. Deal Health System Summary

Inputs used: Sales motion: B2B SaaS mid-market. Offer: annual compliance platform subscription. Stages: Discovery, Demo, Proposal, Legal, Closed. Data: stage age, next step date, last activity, stakeholders, deal value, close date, objections. Buying signals: decision-maker attended demo, proposal requested, legal assigned. Risk signals: no next step, old close date, weak champion, no budget confirmed. Forecast categories: pipeline, best case, commit. Goal: spot risky deals before forecast call and improve hygiene. Scoring: 0-100.

Model: 0-100 score combining CRM data and sales judgment. Use it in weekly pipeline review to flag healthy, risky, stalled, and over-forecasted deals.

2. Scoring Framework

  • Pain/value clarity | 15: High = quantified pain and agreed value. Low = vague interest. Data: pain notes, business impact.
  • Stakeholder alignment | 15: High = champion, decision-maker, technical reviewer known. Low = single contact. Data: stakeholder roles.
  • Economic buyer access | 10: High = direct access or confirmed criteria. Low = unknown approver. Data: economic buyer field.
  • Decision process clarity | 10: High = steps and owners known. Low = “reviewing internally.” Data: decision process.
  • Next-step quality | 15: High = dated buyer meeting. Low = seller follow-up only. Data: next activity.
  • Engagement recency | 10: High = activity in last 7 days. Low = inactive 14+ days. Data: last activity.
  • Stage/close date realism | 10: High = remaining steps fit date. Low = old close date. Data: stage age, close date.
  • Objection/commercial status | 10: High = objections resolved. Low = budget/security unresolved. Data: objections.
  • Forecast evidence | 5: High = category backed by buyer action. Low = rep optimism. Data: forecast category.

3. Health Bands

  • 80-100 Green: healthy. Action: normal progression. Forecast: category likely valid.
  • 60-79 Yellow: workable but risky. Action: resolve specific gap. Forecast: best case/pipeline unless late-stage proof exists.
  • 40-59 Orange: stalled or weak. Action: requalify and inspect. Forecast: remove from commit.
  • 0-39 Red: unhealthy. Action: recycle, close lost, or rebuild. Forecast: not forecastable.

4. Deal Inspection Questions

  • What buyer action supports this stage?
  • Who is the economic buyer?
  • What is the next dated buyer meeting?
  • What objection could stop the deal?
  • Does the close date match remaining steps?

5. CRM Implementation Notes

Required: next step date, last activity, economic buyer, close date, stage age, objections. Optional: competitor, approval steps. Cadence: weekly. Manual workaround: spreadsheet scorecard before forecast call.

6. Example Scoring Walkthrough

Example: Acme Compliance, $55k, Proposal. Pain quantified 13/15, stakeholders 10/15, economic buyer 5/10, decision process 6/10, next step 15/15, engagement 10/10, close date realism 6/10, objections 5/10, forecast evidence 3/5 = 73/100 Yellow. Interpretation: promising, but not commit until economic buyer and budget concern are resolved.

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