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What is Opportunity Health?
Opportunity health is a real-time assessment of how well a specific sales opportunity is progressing toward close based on engagement signals, process adherence, stakeholder involvement, and deal activity. It is essentially deal health applied at the individual opportunity level, providing a quick read on whether a deal is on track or at risk.
Opportunity health differs from CRM stage in that it reflects quality of progression, not just position in the funnel. A deal can be in a late stage with poor opportunity health or in an early stage with excellent health depending on what is actually happening in the relationship.
Why Opportunity Health Matters
CRM stages tell you where a deal is. Opportunity health tells you whether it is actually going to get to the next stage. Without opportunity health data, pipeline reviews rely on rep narratives rather than objective signals leading to forecast inaccuracy and missed risk detection.
Teams that track opportunity health can intervene earlier, coach more specifically, and avoid the end-of-quarter surprises that come from deals that looked fine on paper.
What Determines Opportunity Health
- Buyer engagement frequency and trend direction
- Stakeholder breadth and executive involvement
- MAP milestone adherence and next step clarity
- Days since last meaningful two-way interaction
- Sentiment signals from recent conversations
- Competitive risk and buying timeline alignment
How MaxIQ Helps
MaxIQ provides opportunity health scores for every open deal, based on a combination of engagement data, conversation intelligence, and process signals. Revenue teams can see a ranked view of opportunities by health, quickly identifying which deals need attention and enabling managers to prioritize coaching and intervention where it matters most.
Example
A manager reviews 12 open opportunities ahead of the forecast call. MaxIQ shows three with health scores below 40%, two of which are currently in the commit category. The manager uses this view to focus the call on those three deals specifically asking targeted questions and co-creating action plans rather than spending equal time on all 12.
Related Terms
- Deal Health
- Pipeline Inspection
- Buyer Engagement Score
- InspectIQ
- Forecast Accuracy
