Revenue Score

Last updated: August 2026

The Revenue Score is a deterministic 0-100 score that ranks commercial opportunities by expected revenue quality — not by nominal deal size and not by close probability alone.

Conceptual formula

The score weights four components. Weights are configurable per organization and versioned: every opportunity stores the rule version it was scored with.

Revenue Score = w1 · Close probability
              + w2 · Expected size (normalized)
              + w3 · Expected margin
              + w4 · Execution signals

Close probability — likelihood the opportunity is won, derived from stage, age, and historical behavior of comparable deals.
Expected size — deal value normalized against the organization's distribution, so one outlier cannot dominate the ranking.
Expected margin — profitability after discounts, product mix, and estimated cost to serve.
Execution signals — stage progression, recent activity, data completeness, and the assigned seller's historical performance.

Calculation flow

  Opportunity
      |
      v
  +-------------------+     +---------------------+
  | Deal data         | --> | Components          |
  | normalization     |     | P(close) | Size     |
  +-------------------+     | Margin   | Execution|
                            +----------+----------+
                                       |
                                       v
                            +---------------------+
                            | Weighting by        |
                            | rule version        |
                            +---------------------+
                                       |
                                       v
                            +---------------------+
                            | Revenue Score 0-100 |
                            | + top 3 drivers     |
                            +---------------------+
                                       |
                                       v
                                Next Best Action

Score bands and interpretation

Band	Reading	Suggested action
80-100	High-quality revenue: healthy margin, execution on track.	Prioritize and protect price. Do not discount to accelerate.
60-79	Solid with one weak dimension, usually margin or pace.	Fix the weak dimension surfaced in the drivers.
40-59	Ambiguous: revenue exists, quality is unproven.	Review product mix and terms before investing more time.
0-39	Low quality: margin-destroying, stalled, or missing data.	Renegotiate, requalify, or drop. Do not consume team capacity.

Why it is deterministic and versioned

The same inputs produce the same score within a given rule version. There is no generative component in the calculation. Every weight change creates a new version, and opportunities keep the version they were evaluated with. That makes the ranking auditable and makes a prioritization debate reproducible month over month.

What it does NOT measure

It does not measure seller effort or activity volume.
It does not measure customer satisfaction or post-close lifetime value.
It does not predict an exact close date.
It does not replace commercial judgment: it ranks and explains, it does not decide.

Why don't we use close probability alone?

Because a deal with 95% close probability can be worse than one at 60% if it destroys margin or creates excessive implementation and support costs. Prioritizing by probability optimizes win rate, not profitability: it pushes the team toward easy deals, which are usually the most discounted ones.

The Revenue Score combines multiple dimensions precisely to avoid prioritizing low-quality revenue. That is the differentiator of Revenue Quality Engine versus a CRM, which records the pipeline, and versus commission software, which only pays it out.