Deal Health Score Explained

Overview

The Health Score is a 0–100% rating of how healthy an open deal is. Higher is better.It combines four factors: how well the deal is qualified, whether you are engaged with the people who can buy, how much recent activity there is, and the forecast category the rep has committed to.

This guide explains where the score appears, how it is calculated, and what the bands mean.

Health Score vs Waste Score

Summit53 shows two different scores on deals. Don’t mix them up:

• Health Score: 0–100%, higher is better. It shows how well-qualified, engaged and committed a deal is. It appears on the deal page and in Flow.
• Waste Score (Deal Drag or Qualify-out score): 0–100, higher is worse. It shows how much the deal is stalling and whether to qualify it out. It appears on Risk Signals and in the deal’s Qualify-out score. See Risk Signals.

A deal can have a moderate Health Score and a high Waste Score at the same time, for example when it is well qualified but has gone quiet.

Where you see it

• Deal page header: the Health figure, for example 42%, with a Strong, Moderate or At Risk label.
• Deal Health card, on the deal’s Cockpit tab: a ring showing the overall score and its label, followed by one row per factor. Each row shows its percentage, a bar, and short evidence lines such as how many framework components are documented. Click a row to jump to the tab where you can fix that factor. See Opportunity Detail.
• Flow deal details: when you open a deal’s details from Flow, the Risk Assessmentsection shows a Health Score bar and Risk Indicators. These include “Deal health is good” (70% or more), “High risk - requires immediate attention” (below 30%), “No close date set”, and “No activity for N days” (more than 14 days). See Pipeline Explorer.

How it’s calculated

The Health Score is a weighted blend of four factors. Each factor runs from 0 to 100%, and higher is always healthier.

• Deal Structure, 50%: “Is this well-qualified?” (framework quality)
• Decision Readiness, 20%: “Can they actually buy?” (stakeholder engagement)
• Engagement Momentum, 20%: “Are we actively working this?” (activity)
• Forecast Alignment, 10%: “Does forecast match reality?” (forecast category)

Health Score = 0.5 × Deal Structure + 0.2 × Decision Readiness + 0.2 × Engagement Momentum + 0.1 × Forecast Alignment.

Worked example: a deal with Deal Structure 13%, Decision Readiness 30%, Engagement Momentum 100% and Forecast Alignment 90% scores 6.5 + 6 + 20 + 9 = 41.5, shown as 42% Moderate. The weak framework evidence pulls it down despite strong activity.

Deal Structure (50%)

This factor measures how well the deal is qualified across MEDDPIC, BANT and SPICED, using each framework’s quality score. The mix depends on the deal’s stage:

• Qualification and Discovery: BANT 70%, SPICED 30%.
• Proposal and Negotiation: MEDDPIC 80%, BANT 20%.
• Any other stage: MEDDPIC 40%, BANT 30%, SPICED 30%.

If a framework has no data for the deal, its share is spread across the frameworks that do. If none have data, this factor defaults to 50%. See AE Framework guide for how framework components are scored.

Decision Readiness (20%)

• 60% key roles: whether the deal has contacts in the Economic Buyer and Champion roles. Both scores 100%, one scores 50%, and neither scores 0.
• 40% recency: how recently activity was logged with one of those contacts. Activity today scores 100%, and the score falls steadily to 0 at 30 days. With no such activity, it is 0.

Engagement Momentum (20%)

• 70% recent activity:
  • three or more activities in the last 14 days: 100%
  • one or two: 70%
  • activity only 15–30 days ago: 30%
  • none in 30 days: 0
• 30% close-date stability, based on recorded close-date pushes:
  • none: 100%
  • one: 70%
  • two: 40%
  • three or more: 10%

Forecast Alignment (10%)

This factor is set by the deal’s forecast category:

• Commit: 90%
• Best Case: 70%
• Pipeline: 50%
• Omitted: 20%
• Closed: 100%
• Lost: 0
• Any other or blank category: 50%

What the bands mean

The deal page and Flow use the same bands:

• Strong (70% and above, green): well qualified and actively worked.
• Moderate (40–69%, amber): gaps to close; check the lowest factor first.
• At Risk (below 40%, red): significant action needed.

On the Deal Health card, an indicator beside the overall score and each factor shows whether it has improved or declined by more than 5 points since the previous calculation.

How fresh is the score?

Summit53 recalculates Health Scores in the background once a stored score is more than about five minutes old. After you log activity, add a stakeholder, or update a framework, allow a few minutes and reload the deal to see the new score.

Improving a deal’s score

1. Start with Deal Structure: it carries half the weight. Complete the framework components for the deal’s stage.
2. Add the Economic Buyer and Champion to the deal, and log your interactions with them.
3. Keep activity regular: three or more logged activities a fortnight earns full recent-activity credit.
4. Avoid pushing the close date: each push lowers close-date stability.
5. Set a realistic forecast category: it carries only 10%, so it cannot hide weak fundamentals.

Troubleshooting

• The score didn’t change after an update. Scores refresh in the background. Wait a few minutes and reload the deal.
• Deal Structure sits at exactly 50%. No framework data has been captured for the deal yet, so the neutral default is used.
• Decision Readiness is very low even though I talk to the customer. Check that contacts have the Economic Buyer or Champion role on the deal, and that your activities are logged against those contacts.
• The Health Score looks fine but Risk Signals flags the deal. They measure different things. See Risk Signals for how the Waste Score works.