CRM Score Vs Activity Score

Have you ever looked at the deal prioritization widget () and wondered what these two scores mean?🤔 What’s the difference between them? How are these two calculated, and more importantly, which to refer to when and for what? If yes, then this post is for you- read on to learn more 👇
 

The CRM Score is a single number that represents how likely a deal is to close based on that particular deal’s behavior relative to similar deals. For example, a score of 89 means that the deal has an 89% chance of closing as won (A deal that has already been won would have a score of 100, and a deal that’s been lost would have a score of 0)

So, you could think of CRM Score as a data point for you to pressure test your reps’ forecast during deal inspections or 1:1s. The CRM scores are color-coded like this: 

0-59 = red 

60-79 = yellow

80-100 = green

In calculating the CRM Score, Clari analyzes many factors about a deal and compares it to historical patterns in your data. Clari uses machine learning to determine specific factors that influence a deal’s likelihood of closing. Learn more about CRM score here

Activity Score is a calculated score based on the level of activity of each deal relative to the other deals. To determine the Activity Score in the Deal Prioritization Widget, Clari considers 4 factors:

Emails sent

Emails received

Past meetings

Future meetings (up to 30 days in the future)

So, you could think of the activity score as a metric to indicate the activity level on an opportunity. The higher is the score, the higher is the activity

To arrive at the Activity Score for an opportunity, Clari looks at the number of meetings and emails associated with each opportunity. Learn more about Activity Score here

Note: Activity view is available only through the Deal prioritization widget 
 

How do these two come together?

The deal prioritization widget brings these two scores together and helps you identify the deals that are at risk and reprioritize them depending on the level of scores (CRM Score on the x-axis and the Activity Score on the y-axis)

On a deal prioritization, ideally, you’d want all your deals to move towards the top right quadrant (high CRM and activity score). You’d want to either re-prioritize/pressure test deals in the top left quadrant  (deals where your reps are spending time but with low CRM score/probability of closing) or see if you can lean in and help the rep move the deal forward

Learn more about the deal prioritization widget and what each quadrant means here

Hope this helps. Happy Selling😊

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Rohit Agarwal- Senior Customer Success Manager