A deal health score is a number, usually 0 to 100, that a sales tool gives an open deal to show how likely it is to close compared with similar deals.
What the score reads, and what it misses
The tool reads the signals it can see: how many buyers are engaged, whether anyone senior has joined, email and meeting activity, days in stage, and CRM updates. Outreach's model compares each opportunity with deals of similar size and stage, recalculates once a day, and sorts deals into on-track, needs review and at-risk. Avoma scores 0 to 100 with low, medium and high risk levels and a written assessment of what drove the score.
Managers use it to decide which deals to look at first. Many tools treat health and deal risk score as two views of one number. What the score cannot tell a rep is which piece of buyer evidence is missing or what to say on the next call. Our deal risk guide checks each deal for the buyer evidence its stage needs, which tells the rep what to do when the score drops.
Example
This example is illustrative. A $45,000 deal drops from 72 to 48 in a week: the only engaged contact has gone quiet and no meeting is booked. The rep and manager walk the deal against the evidence its stage needs and find the gap: nobody above the champion has heard the case. The rep plans a call with the champion to agree who else should join, rehearses the ask out loud with an AI deal coach such as Caty, and books it.
The question a manager asks when the number drops is "what did the buyer last say or do, and when?" If the answer is older than the drop, the score is reporting silence, and the fix is a conversation with a named person on the buyer's side. If the rep can quote a recent buyer commitment, the drop may be noise from a quiet week, and the deal goes lower on the list.
Related terms
- Deal risk score
- Deal inspection
- Deal risk score vs deal coaching
- How to spot deal risk signals on every call
FAQ
Is a deal health score the same as a deal risk score?
A deal health score is mostly the same as a deal risk score, read from the other side. A health score rates how likely a deal is to close; a risk score rates how likely it is to slip or be lost. Avoma's help page calls its Deal Health Score a deal risk score. Both come from activity and engagement data.
How often is a deal health score updated?
How often a deal health score updates depends on the tool. Outreach recalculates its score once a day using activity up to the previous day. Avoma re-scores a deal whenever new activity arrives from meetings, emails or the CRM.
What should a rep do when a deal health score drops?
When a deal health score drops, the rep should find out what changed and what buyer evidence is missing before sending anything. Check who has gone quiet, whether the signer has heard the case, and whether the next step is the buyer's. Then plan one conversation to fill the biggest gap. To see that conversation prepared on a call, talk to us.