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Deal Scoring

Deal Scoring rates open opportunities based on the engagement and signals associated with the deal — typically a combination of stakeholder activity, deal-stage progression, and account-level signals. The score gives sales a fast read on which deals are trending toward close and which need attention.

Feature-flagged. Deal scoring is gated. The Deal tab under Configure > Scoring only appears for organizations with the feature enabled. Talk to your kenbun account team if you'd like access.

When To Use Deal Scoring​

Deal scoring is most valuable when:

  • You're syncing deals from a CRM (HubSpot, Salesforce) into kenbun.
  • Your sales motion is opportunity-driven and multi-stakeholder.
  • Pipeline reviews need an objective signal beyond CRM stage.
  • You want to surface stalled or at-risk deals before close dates slip.

For early-funnel scoring, use Engagement Scoring at the lead level. For company-level ICP fit, use Account Scoring. Deal scoring complements both — it scores the opportunity, not the lead or the account.

Configuring Deal Rules​

The Deal tab follows the same shape as Engagement, Profile, and Account scoring:

  1. Confirm Deal scoring is enabled (the Deal tab is visible under Configure > Scoring).
  2. Navigate to Configure > Scoring > Deal.
  3. Create a ruleset (or use the default).
  4. Click Add Rule.
  5. Configure:
    • Deal Property — the field to evaluate (stage, amount, account_id, custom CRM properties)
    • Condition — equals, contains, gt/gte/lt/lte
    • Comparison Value — the target value
    • Weight — points to add when matched
  6. Click Save Rule.

Deal rules support attribute filters and rule ordering the same way engagement rules do.

Example Patterns​

Stage-Driven​

stage equals "Proposal Sent" → +40
stage equals "Negotiation" → +60
stage equals "Verbal Commit" → +80

Amount-Driven​

amount gte 100000 → +30
amount gte 250000 → +50

Multi-Stakeholder Signal​

contact_count gte 3 → +25
contact_count gte 5 → +45

Recency Signals​

days_since_last_engagement lte 7 → +20
days_since_last_engagement gte 30 → -30

The exact properties available depend on which CRM you're synced to and how deals are mapped.

Best Practices​

Calibrate Against Closed-Won​

Look at deals that closed-won in the last quarter. What did their deal score look like 30 days before close? Set your "Highest Confidence" tier to start at or above that median.

Then look at closed-lost. What was their deal score in the last 30 days before they died? Set your "At Risk" ceiling there.

Combine Engagement Recency With Stage​

Stage alone is misleading — a deal at "Proposal Sent" with no engagement in 30 days is dead, regardless of stage. The most useful deal scores blend stage progression with multi-stakeholder engagement recency.

Don't Treat Deal Score As Forecast​

Deal score is a tier indicator, not a forecast. Use it to prioritize attention; let CRM stage and rep judgment drive forecast calls.

Troubleshooting​

Deal Tab Is Missing​

The feature isn't enabled for your organization. Contact your kenbun account team.

Deals Show No Score​

  • A deal-level ruleset must be set as primary.
  • The primary ruleset must be enabled.
  • Deals must have the properties you're scoring on (check CRM sync status).

Scores Don't Match Expectations​

  • Use Score Explain on the deal detail panel to see which rules matched.
  • Verify CRM property names match rule property names exactly.