Engagement Score
Assesses deal progress efficiency.
The Engagement Score measures the level of interaction between your team and the contact involved in a deal. It assesses various engagement activities such as the number of participants in email threads and meetings, the frequency of emails sent and received, and the number of completed tasks. High engagement scores typically indicate a strong, active relationship, which is crucial for driving deals forward and increasing the likelihood of successful closures.
Following out of the box KPIs we recommend to start with when analysing deal engagement score.
Number of People in Emails
- What it is: Tracks the number of unique participants in email threads related to the deal.
- Why it's important: High participation often reflects broader interest and commitment from multiple stakeholders, which can increase the likelihood of deal closure.
- How is it calculated: All unique HubSpot contacts that are associated with the all E-Mails associated with the deal
- How to improve:
- Do additional account discovery to identify potential stakeholder in the organisation
- Initiate conversation with direct contacts about the buying decision and people involved in it
- Technical Name: number_of_people_in_emails
Number of People in Meetings
- What it is: Measures the number of unique participants in completed meetings related to the deal.
- Why it's important: Similar to email threads, having more people involved in meetings indicates strong interest and collaboration from the client’s side.
- How is it calculated: All unique HubSpot contacts that are associated with the all completed Meetings associated with the deal
- How to improve:
- Identify key stakeholders and ensure their participation in meetings.
- Encourage your main contact to invite relevant colleagues to the meetings.
- Organize follow-up meetings to engage additional participants.
- Technical Name: number_of_people_in_meetings
Number of Emails
- What it is: Counts the number of emails sent and received related to the deal.
- Why it's important: Frequent communication typically signals active engagement and a higher probability of moving the deal forward.
- How is it calculated: All unique HubSpot E-Mail engagements associated with the deal
- How to improve:
- Increase the frequency of email communication to maintain engagement.
- Personalize emails to address the specific needs and interests of the recipient.
- Follow up promptly on any responses to keep the conversation active.
- Technical Name: number_of_emails
Number of Completed Meetings
- What it is: Counts the number of completed meetings related to the deal.
- Why it's important: Regular meetings suggest ongoing discussions and progress, which are critical for deal advancement.
- How is it calculated: All unique completed Meetings associated with the deal
- How to improve:
- Schedule regular check-ins to maintain consistent progress.
- Prepare agendas to ensure productive meetings and follow up with action items.
- Use meeting insights to schedule future meetings strategically.
- Technical Name: number_of_completed_meetings
Number of Completed Tasks
- What it is: Tracks the number of tasks completed that are associated with the deal.
- Why it's important: Completing tasks indicates proactive management of the deal, ensuring necessary steps are taken to move it forward.
- How is it calculated: All unique completed Tasks associated with the deal
- How to improve:
- Set clear deadlines for task completion to maintain momentum.
- Prioritize tasks based on their impact on deal progression.
- Use task management tools to track progress and ensure accountability.
- Technical Name: number_of_completed_tasks
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Last updated on May 23, 2024