Deal Risk Scoring

What feeds the score

Three signals drive it: sentiment shift across consecutive calls, how long since the last meaningful activity, and whether budget has actually been confirmed versus assumed. None of these come from a rep's self-assessment — they're read out of the transcript itself.

When it recalculates

After every call, not once a quarter. A score that jumps from 54 to 82 overnight is the signal to review the last call before the deal quietly goes cold — not something you find out about three weeks later in a pipeline review.

What a high score actually means

It's not a prediction of failure — it's a flag that something changed and a human should look. No activity in 12 days, a budget owner who's gone quiet, a sentiment dip after the last objection — each shows up as the specific reason behind the number, not just a red badge.

What happens when it changes

A deal crossing into high-risk territory notifies the owning manager automatically — flagged days before a renewal deadline, not discovered after it's passed. The same score is what Copilot reads when a rep or manager asks who to focus on today.