When CRM Score shows a positive as a negative

Had this point raised today (thank you @Stephanie Scattolini) where perceived positive impacts (in the business sense) appear as negative impacts (in the CRM Score)...confusing huh? 🤔

But here’s the explanation….

“The impact and weight of each factor are automatically determined through our probabilistic model, which is influenced by each organization’s historical win rates. This means factors can—and will—vary based on the unique characteristics of each sales team and process.

For example, although a deal advancing from best case to commit is traditionally a positive indicator of the likelihood to close, the model may label this movement negative—if, historically, deals haven't closed after that kind of change.”

Taken from the full article on How The CRM Score Works.