TL;DR: ShareSales’ Win Coach Agent scores CRM opportunities against configured sales criteria and matched industry know-how, identifies risks in stakeholder coverage and recorded deal progress, and recommends next steps for reps and managers to review.
The opportunity is in a late stage, and the rep expects it to close this month. During the review, the manager asks who approves the purchase, whether the customer confirmed the requirements, and what happened after the last proposal.
The answers leave important questions open. A productive meeting took place, but the buying process remains unclear. The team needs to examine the evidence behind the deal’s reported progress before deciding where to invest its effort.
Deal health scoring evaluates an opportunity’s current condition against defined sales criteria using available business records. It helps teams examine the strengths, gaps, and risks that affect whether a deal can move forward.
ShareSales, the sales management product in ShareCRM, the Agentic CRM, supports this work through the Win Coach Agent.
Its evaluation rules can reflect enterprise methods such as BANT or L2C, industry know-how is matched automatically, and diagnostic reports can run on a configured schedule and appear on the opportunity page through the AI Diagnosis component.
What does AI deal health scoring assess?
The Win Coach Agent brings together opportunity information and related customer, contact, quote, competitor, and sales activity records. It applies the relevant scoring model and industry know-how to assess the opportunity across multiple dimensions.
Stakeholder coverage is one important dimension. The assessment can examine whether key purchasing roles are covered and where the decision chain has gaps. A regular contact may be involved in the discussion while access to an approver remains unconfirmed.
Stage progress also needs supporting evidence. Teams can examine whether the work expected at that stage has been completed and recorded, including requirement confirmation or proposal discussions. The agent can compare the CRM stage with an AI-inferred stage based on the available opportunity context.
Communication records add detail about what the customer has discussed: the problem, funding, timing, competition, and willingness to proceed. AI sales call notes can help teams capture those discussions in CRM. Missing or outdated records limit what the assessment can establish.
What does an AI deal scoring report show?
The report provides dimension-level strengths and weaknesses, explains deal blockers and risks, and proposes actions for progressing the opportunity. Teams can investigate a specific concern through decision-chain diagnosis, competitive analysis, or needs analysis.
Can teams use BANT or L2C for deal evaluation?
BANT and L2C provide different reference points for evaluating sales progress. BANT organizes qualification around Budget, Authority, Need, and Timeline. L2C connects the stages and activities of the lead-to-cash process.
Teams can use these methods to define the evidence they expect at different points in a sale. A BANT-based review might examine whether funding, purchasing roles, the business need, and timing have been established. An L2C-based approach can define expectations for progressing through the sales process.
Enterprises can maintain their own scoring standards, diagnostic rules, and output requirements in the Know-How library. This use of CRM know-how brings industry practices and enterprise methods into the assessment criteria.
Before using a report in a review, confirm that the configured model reflects the team’s selling process.
How can AI identify deal risks before a deal stalls?
The Win Coach Agent diagnoses risks from the available opportunity context and scoring results. These can include gaps in the decision chain, competitive pressure, unclear needs, and weaknesses in the conditions required to move forward.
Consider a deal where the customer has reviewed a proposal but the budget source and approval process remain unknown. Those gaps give the team specific issues to investigate before relying on the expected close date.
Recommendations can guide the next customer conversation, relationship-building effort, or competitive response. The rep and manager should review the reasoning and decide which actions fit the situation.
Assessments can be requested in ShareAgent. Configured automation can also generate diagnostic reports on a schedule for opportunities that meet specified conditions.
How do reps run and use a deal health assessment?
Start with a specific opportunity in ShareAgent. A request such as “Assess this opportunity, identify the main risks, and recommend the next steps” gives the agent a clear task.
ShareAgent routes the request to the Win Coach Agent, which queries the opportunity context, generates a score, and develops the diagnosis and recommendations.
Review the overall conclusion, dimension-level findings, and proposed actions. Check important conclusions against the underlying CRM information and clarify gaps with the people involved in the deal.
When the AI Diagnosis component is configured on the opportunity page, the latest report is available there for subsequent review. A new diagnosis updates the displayed result.
FAQ
Is a deal health score the same as a win probability?
A deal health score summarizes an opportunity against the configured evaluation criteria. Interpret it alongside the diagnosis, strengths, weaknesses, and available evidence. A numerical score alone does not establish a statistically calibrated chance of closing, and the customer’s eventual purchasing decision remains uncertain.
Can Win Coach Agent automatically move an opportunity to another stage?
The Win Coach Agent supports scoring, diagnosis, and recommendations, including an AI-inferred assessment of the opportunity’s stage. Stage changes are handled through the CRM’s opportunity progression functionality. Review any difference between the recorded stage and the assessment before deciding whether a business update is appropriate.
Does deal health scoring work with our own sales methodology?
Yes. Enterprises can configure their own scoring standards and diagnosis rules in the Know-How library. These can reflect qualification criteria or stage requirements drawn from methods such as BANT or L2C. The Win Coach Agent applies the configured rules when assessing the opportunity, alongside the relevant business context.
Explore deal health scoring and opportunity coaching with ShareSales.
