Deal Scoring in com1: How It Works and How to Use It

You can have ten open deals and only three of them are actually moving. The other seven might be polite holding patterns, stalled negotiations, or contacts who went quiet two weeks ago. Deal scoring is com1's answer to "which ones do I follow up on first?" — a number on every deal that climbs when activity happens and slips when it doesn't.

This is not a black-box "AI hotness" model. It's a rules engine you configure. You decide which events earn points, how many, and how fast a quiet deal cools off. The point is that once it's set up, you stop having to think about it — you open the dashboard, look at the Hot Deals card, and you already know.

What a deal score actually is

Every deal in com1 carries a score — a single number between zero and a maximum you set per team (default 100). It starts at zero. Rules you define push it up or down when specific things happen. Each day, deals nobody has touched cool off a little. The number is bounded on both ends, so it can never go negative and never climb past your ceiling.

That's the whole model. No machine learning, no opaque scoring formula. The score is just the sum of "things that have happened recently to this deal" minus "how long it's been since anything happened." It is exactly as smart as the rules you write.

The five things you can score on

Scoring rules can react to five different moments in a deal's life:

• Deal created — a new deal was added to the pipeline.
• Deal updated — something on the deal changed.
• Stage changed — the deal moved from one stage to another.
• Deal won — the deal closed as won.
• Deal lost — the deal closed as lost.

Each rule pairs one of these moments with a number of points. A win might be worth +30, a loss might be worth -50, any stage change might be worth +10. Multiple rules can react to the same moment — their points are summed and applied in a single update. Each rule's points are capped between -100 and +100, so a single misconfigured rule can't catapult a deal to the ceiling.

Targeting specific transitions

A flat "+10 whenever the stage changes" rule isn't very useful. Moving a deal from Lead to Qualified is a small win. Moving it from Negotiation to Won is the entire point. You probably want to weight those differently.

When you create a stage-change rule, you can narrow it to a specific transition by filling in the optional From and To fields. So you can write:

• Stage changed, To = Proposal → +15
• Stage changed, To = Negotiation → +25
• Stage changed, From = Negotiation, To = Lead → -20

Leaving both fields blank means "any transition" — useful as a small baseline bump. If you fill in both, both have to match for the rule to fire. This lets you write very specific reactions without inventing a separate rule for every stage pair.

Decay: why a quiet deal cools off

A score that only goes up is a score that's stuck on every deal you've ever opened. Decay is the counterweight. Once a day, com1 sweeps every deal that hasn't been touched in the last 24 hours and subtracts your team's decay-per-day setting from its score (it stops at zero so the score can't go negative).

A decay of 1 per day means a deal nobody has touched for two weeks is 14 points cooler than it was. A decay of 5 per day is much more aggressive — only deals that get attention every couple of days will sit anywhere near your maximum. Pick a value that matches how fast your sales cycle turns.

Set decay to zero if you want scores to be purely additive (we don't recommend it — within a quarter every deal will have crept toward the ceiling and the signal is gone).

Where the score actually shows up

Scoring is only useful if you see it. com1 surfaces deal scores in three places:

• On the dashboard, the "Hot Deals" card lists the top five deals by score with a progress bar showing how close each is to the team maximum. This is the answer to "what should I work on this morning?"
• On the deals list and pipeline, each deal carries its current score so you can see the leaderboard in context.
• On the deal show page, the score is part of the deal's header — useful when you're deciding how much energy to put into a single follow-up.

Setting it up

Deal scoring lives at Settings → Lead scoring in the sidebar (the page covers both contacts and deals — pick Deal in the entity dropdown when adding rules). You'll need the Business plan and the lead-scoring permission on your role.

The setup we'd suggest as a starting point for a typical agency:

1. Set Score max to 100 and Decay per day to 2.
2. Add a Deal created rule worth +5 (every new deal starts with a small head start).
3. Add a Stage changed rule with To = Qualified, worth +10.
4. Add a Stage changed rule with To = Proposal, worth +20.
5. Add a Stage changed rule with To = Negotiation, worth +30.
6. Add a Deal won rule worth +50 and a Deal lost rule worth -100 (so lost deals drop straight to zero and stop polluting the Hot Deals list).

Live with that for a week, watch your Hot Deals card, and tune. If everything sits at the ceiling, raise the decay. If nothing ever climbs, raise the weights. Rules are cheap — delete and re-add freely.

Resetting individual scores

Sometimes a deal scores high for the wrong reasons — a bug, a duplicated import, a lost deal that didn't get marked lost. Every deal can have its score manually reset to zero from its detail page. The next event that matches a rule will start it climbing again from there.

The point of all this

The reason to bother with scoring isn't to gamify your sales process. It's to make the question "who do I call back today?" answerable in two seconds instead of twenty minutes. A team that has to sift through forty open deals to find the three live ones will eventually stop sifting — and the live ones will go cold while the team plays it safe with whoever shouted loudest yesterday.

Configure the rules once. Trust the number. Work the top of the list.