Enter Deal Inputs
Use 0 to 10 scores for qualification criteria. Higher numbers indicate better deal quality, except risk level, where lower is better.
Example Data Table
| Deal | Value | Stage | Scorecard Score | Adj. Close % | Expected Revenue | Expected Gross Profit | Priority Tier |
|---|---|---|---|---|---|---|---|
| Northstar Expansion | $50,000 | Proposal | 78.00 | 70.25% | $35,125.00 | $23,885.00 | High Priority |
| Atlas Renewal | $22,000 | Negotiation | 84.40 | 82.12% | $18,066.40 | $12,646.48 | Medium Priority |
| Bluepeak Pilot | $80,000 | Discovery | 58.60 | 45.68% | $36,544.00 | $19,364.32 | High Priority |
Formula Used
This calculator combines weighted qualification scoring with stage confidence, timing, historical performance, and pricing pressure to estimate deal quality and forecast value.
1) Scorecard Score
Scorecard Score = Σ((Criterion Score ÷ 10) × Criterion Weight)
2) Time Score
Time Score = Clamp(100 − Max(0, Days to Close − 30) × 0.5 − Max(0, Deal Age − Sales Cycle) × 0.25, 40, 100)
3) Adjusted Close Probability
Adjusted Close Probability = Clamp((Scorecard × 0.55) + (Stage Probability × 0.25) + (Historical Win Rate × 0.10) + (Time Score × 0.10) − (Discount Pressure × 0.20), 0, 100)
4) Expected Revenue
Expected Revenue = Deal Value × (Adjusted Close Probability ÷ 100)
5) Expected Gross Profit
Expected Gross Profit = Expected Revenue × (Gross Margin ÷ 100)
6) Priority Index
Priority Index = Expected Gross Profit × (Scorecard Score ÷ 100)
How to Use This Calculator
- Enter the deal, account, owner, currency, and total deal value.
- Choose the current stage and add margin, win rate, discount pressure, and timing inputs.
- Rate each qualification criterion from 0 to 10 based on the current deal evidence.
- Set risk level carefully. A lower risk level improves the risk control contribution.
- Press calculate to see the score, probability, expected revenue, profit, and priority tier.
- Review the contribution table and action recommendation to decide whether to advance, hold, or requalify the deal.
Frequently Asked Questions
1) What does the deal scorecard measure?
It measures opportunity quality using weighted qualification factors, deal timing, stage confidence, historical performance, and pricing pressure. The result helps compare deals with a consistent framework.
2) Why is risk entered as a lower-is-better score?
Risk level reflects blockers such as legal issues, delivery uncertainty, weak access, or political concerns. The calculator reverses it into risk control so cleaner deals receive stronger contributions.
3) What is a good scorecard score?
Scores above 80 usually indicate a highly qualified deal. Scores from 65 to 79 suggest a strong opportunity, while lower scores often mean the deal still needs qualification work.
4) How is forecast category assigned?
The calculator assigns Commit, Best Case, Pipeline, or Upside using adjusted close probability. Higher probability moves the deal into a firmer forecast bucket.
5) Why include historical win rate?
Historical win rate anchors the model in real performance. It helps prevent overconfidence when a current deal looks good but similar deals rarely close.
6) What does priority index mean?
Priority index blends quality and profit potential. It highlights deals that deserve time because they combine strong qualification with attractive expected gross profit.
7) Should teams customize the weights?
Yes. Teams can adjust weights to match their sales motion. Enterprise teams may emphasize authority and champion strength, while transactional teams may value timing and engagement more.
8) Can this be used for pipeline reviews?
Yes. Managers can use it during deal reviews, forecast calls, and account planning sessions to standardize coaching, expose gaps, and rank opportunities objectively.