Health Scoring Configuration

Feature Overview

Health Scoring Guidelines is a configuration tool that allows you to customize how GTM Engine evaluates and calculates the health of your sales opportunities. These guidelines serve as reference points for the system to determine the health score of each opportunity in your pipeline, helping you identify which deals are progressing well and which may need attention.

Benefits to the User

• Customized Health Assessment: Tailor health scoring criteria to match your specific sales process and methodology
• Consistent Evaluation: Ensure all opportunities are evaluated using the same standardized criteria
• Risk Identification: Quickly identify at-risk opportunities based on your defined parameters
• Resource Prioritization: Focus your team's efforts on the most promising opportunities
• Improved Forecasting: Enhance forecast accuracy with more reliable health assessments

Accessing the Feature

1. Log in to your GTM Engine account
2. Navigate to the Settings section
3. Select Configuration from the menu
4. Click on Health Scoring Guidelines

Step-by-Step Usage Guide

Understanding the Health Scoring Scale

The health scoring system uses a scale from 1 to 10, with pre-populated guideposts at key points (10, 7, 5, 3, 1):

• 10: Highest possible health score
• 7: Very good health
• 5: Moderate health
• 3: Poor health
• 1: Lowest possible health score

Each score includes a description that defines what that health level represents in your sales process.

Reviewing Default Health Score Descriptions

The system comes with default descriptions for each health score. For example:

Score 10 (Excellent Health):

• Multiple engaged stakeholders
• Clear understanding of the buying process
• Known decision-maker
• Confirmed budget
• Established timeline to close
• Multiple champions within the account

Score 5 (Moderate Health):

• Deal is progressing but slowly
• Large gaps between communications
• Potential champion exists but isn't strong
• Limited understanding of the buying process
• Unknown budget
• Communication continues but many unknowns remain

Score 1 (Poor Health):

• Deal likely dead
• Month-long gaps in communication
• No response from prospect
• No strong champion
• Unknown buying process or budget
• No identified use cases or pain points to solve

Customizing Health Scoring Guidelines

1. Review the default descriptions for each health score level
2. Click on the description text you wish to modify
3. Edit the text to align with your organization's definition of opportunity health
4. Continue this process for each health score you want to customize
5. Once finished, click Save Changes at the bottom of the page

⚠️ Warning: Health scoring guidelines directly affect how opportunity health is calculated throughout the system. Only edit these values if you understand their impact or have been advised by the support team.

Tips and Best Practices

• Align with Your Sales Process: Customize the health scoring guidelines to reflect the specific indicators that matter in your sales cycle
• Be Specific: Include clear, observable criteria that make it easy to determine which score an opportunity should receive
• Consider Team Input: Gather feedback from sales representatives to ensure the guidelines reflect real-world selling conditions
• Regular Review: Periodically review and update your health scoring guidelines as your sales process evolves
• Consistent Application: Ensure all team members understand how to interpret and apply the health scores consistently
• Support Resources: If you're unsure about how to configure health scoring, contact your GTM Engine support team for assistance

By properly configuring your Health Scoring Guidelines, you'll enhance GTM Engine's ability to provide accurate pipeline visibility, risk assessment, and forecasting capabilities, ultimately helping your team focus on the right opportunities at the right time.