Deal Scores

``` Navigation: Main_Page > Deals > Deal Scores

Deal Scores: What Happens If a Deal Has Two Contacts?

Introduction

In ActiveCampaign, deal scores are an essential metric that helps businesses evaluate and prioritize their sales opportunities. A deal's effectiveness can significantly influence the sales process, and understanding how deal scores function, particularly when a deal has two contacts, is vital for maximizing your sales potential. This article explores the relationship between deal scores and multiple contacts, emphasizing the impact of the primary contact on the overall deal score.

How to Access This Feature

To access deal scores within ActiveCampaign, you must have an account with either a Plus, Professional, or Enterprise plan. Once logged into your account, navigate through the following steps:

1. Go to the Deals section from the main dashboard. 2. Select a particular deal you are interested in to view its details, including the associated contacts.

Step-by-Step Instructions

When managing a deal that involves multiple contacts, it's essential to know how the system determines the deal score. Follow these steps to understand this better:

1. **Identify the Contacts**: Each deal can have multiple associated contacts. You will need to identify who these contacts are. 2. **Determine Primary Contact**: Among all the contacts linked to a deal, designate one as the primary contact. This is typically the contact who is most engaged or relevant to the deal. 3. **Review Contact Scores**: Each contact may possess a score that reflects their engagement and behavior within your marketing funnel. Access these scores from the contact's profile. 4. **Calculate Deal Score**: The final deal score will be primarily influenced by the score of the primary contact. Thus, while other contacts may contribute data, the core score comes directly from the primary contact. 5. **Observation**: As deal scores can change over time with updates to contact engagement, periodically check the scores to ensure accurate evaluations.

Configuration Options and Settings

The deal scoring functionality integrates deeply with contact activities. Here are some important terms and options to consider:

- Primary Contact: The main contact whose score will primarily affect the deal score. - Contact Scores: Individual scores for each contact associated with the deal can influence the outcome, yet only the primary contact's score will directly impact the overall deal score.

Best Practices and Tips

For optimizing deal scores, consider these best practices:

- **Focus on Engagement**: Select the primary contact based on their recent activity and engagement levels to ensure the deal score reflects the most active participant. - **Consistent Review**: Regularly review and update who is designated as the primary contact, especially if engagement levels shift. - **Data Integration**: Make sure that your contact scores are regularly updated to accurately reflect engagement across all associated campaigns and activities.

Common Use Cases with Examples

1. **Sales Follow-Ups**: If a deal involves two contacts from the same company, ensure you validate who is more engaged with your products before concluding your pitch. 2. **Cross-Functional Deals**: In situations like project proposals, where both contacts play unique roles, tracking deal scores can help maintain communication flow and strategy adjustments based on engagement scores. 3. **Renewal Deals**: For recurring business with previous customers, understanding which contact is more active can significantly improve relationship management during renewal discussions.

Troubleshooting

If you encounter issues related to deal scores when multiple contacts are present:

- **Verify Primary Contact**: Ensure that the correct primary contact is selected for the deal. - **Check Contact Scores**: Review the individual contact scores for accuracy and update engagement levels if necessary. - **Consult Support**: If discrepancies persist, consider reaching out to ActiveCampaign support for help in ensuring correct configurations.

FAQ

1. Can I change the primary contact for a deal?

  Yes, you can change the primary contact at any time by accessing the deal details and selecting a different contact.

2. How does a contact's score affect the deal score?

  The overall deal score is influenced primarily by the score of the designated primary contact, while other contacts are secondary.

3. What happens if I have no primary contact assigned?

  If there is no primary contact assigned, the deal score may not accurately reflect its potential. It is crucial to assign a primary contact for effective score calculation.

4. Can I see historical score changes for contacts?

  Yes, under the contacts' profiles, you can usually access their score history and engagement metrics to review their activity over time.

5. Is there a limit to the number of contacts per deal?

  Depending on your plan, there may be limitations in the number of contacts you can associate with a deal. Check your plan's specifications for details.

6. Do deal scores update in real-time?

  Yes, deal scores can update in real-time based on changes in the primary contact's engagement and score.

7. Are all contact interactions considered in deal scoring?

  While every contact interaction contributes to their individual scores, only the primary contact's score influences the overall deal score.

For more information on managing deals, please refer back to the Deals section. ```