Deal Quality Model

Deal Quality Model Skill

When to Use

• Prioritizing inspection focus during forecast and pipeline reviews.
• Flagging opportunities with incomplete data or low win signals.
• Creating alerts when critical hygiene steps (MEDDIC, next steps) are missing.

Framework

1. Input Signals – discovery notes, exec sponsor, mutual plan, activity recency, budget proof.
2. Weighting – assign weights per signal (required, strong, nice-to-have) per segment.
3. Score Bands – define thresholds for healthy, watch, and critical opportunities.
4. Automation Hooks – integrate with CRM validation rules, Slack alerts, and dashboards.
5. Governance – review scoring monthly, capture overrides, and document rationale.

Templates

• Signal scoring matrix with thresholds + automation IDs.
• Inspection checklist for reps/managers.
• Alert message template for Slack/email.

Tips

• Align scoring with enablement frameworks (MEDDIC, SPICED) to drive adoption.
• Expose scores in forecasts so execs can challenge risky commits.
• Pair with guardrail-scorecard or pipeline commands to operationalize.