Configure health scoring guidelines

Health scoring guidelines define what each opportunity health score means for your organization. GTM Engine uses these definitions when it evaluates deal risk, summarizes opportunity quality, and explains why a deal looks healthy or at risk.

Before you start

• Review your sales process and pipeline stages first.
• Use an account with permission to manage product configuration.
• Treat this as an advanced configuration: changing score definitions changes how future health analysis is interpreted.

Open health scoring

Go to Settings → Configuration → Sales Process → Health Scoring Guidelines.

Each score level has a text guideline. The guideline should describe the evidence that belongs at that level, not only the label.

Define each score level

Write score descriptions that reflect your team's actual deal-review language.

Useful guidelines usually mention:

• Buyer engagement and recent activity.
• Pain, urgency, and business value.
• Decision process and stakeholder coverage.
• Competition or budget risk.
• Next steps and close-plan confidence.

For example, a high score should describe the evidence that makes a deal strong, while a low score should describe the risks that make a deal unlikely to close without intervention.

Keep guidelines consistent

Use the same dimensions across score levels so the difference between scores is easy to understand. If score 5 mentions executive alignment and score 2 mentions stalled activity, make sure the middle scores explain how those signals change across the range.

Avoid overlapping descriptions where multiple scores could apply to the same deal.

Save changes

Click Save Changes after updating the guidelines. New analyses use the updated definitions going forward.

If you are unsure what to write, ask Genie to review your current guidelines and suggest descriptions aligned to your pipeline stages and sales process.