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
- Input Signals – discovery notes, exec sponsor, mutual plan, activity recency, budget proof.
- Weighting – assign weights per signal (required, strong, nice-to-have) per segment.
- Score Bands – define thresholds for healthy, watch, and critical opportunities.
- Automation Hooks – integrate with CRM validation rules, Slack alerts, and dashboards.
- 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-scorecardor pipeline commands to operationalize.