Deal Inspection

Overview

Deal Inspection answers one question 24 x 7 x 365: which of my open deals is most at risk, and what does it need next. It scores every open opportunity 0 to 100 for risk, ranks the book highest first, and puts the single next-best-action and the MEDDPICC gap driving the risk right on the row. This is the salescron equivalent of the deal-inspection view a revenue-intelligence tool gives you, running on the same schedule as the rest of your activity.

What it is for, on the page. Under the headline, this page says what it produces, what makes it run, and where the output lands. Every Work page reads that line from one registry, so the three answers cannot drift from the page.

How the risk score works

The score is deterministic: the same deal data always produces the same number, so a rep can trust it and a manager can defend it in a forecast review. It comes from risk-framed signals on the deal, how long since the last meaningful touch, how many MEDDPICC dimensions still have no evidence, sentiment trend, close-date slippage, and whether the deal is single-threaded. A missing field reads as risk, never invented, so the score rewards real evidence rather than optimism. The top drivers behind the number are shown so it is never a black box.

The next-best-action and the MEDDPICC gap

Each row carries the one action the deal most needs, chosen from its highest-weighted risk driver: re-engage a deal that has gone quiet, close a specific MEDDPICC gap (for example, no economic buyer identified), re-baseline a slipped close date, or multi-thread a single-threaded deal. The MEDDPICC gap column lists the dimensions with no evidence yet, so you know exactly what to confirm with the champion before the number improves.

Reading the board

Four tiles across the top summarize the book: at-risk pipeline (dollars in red and amber deals), deals slipping, average risk score, and open-deal count, all computed from the deals shown, never a made-up trend. Below the tiles, filter by stage, risk band, or owner, or search by name, and the table re-ranks live. Each row shows the account and segment, amount, stage, close date (flagged when it has already slipped), the risk score and band, the next-best-action with its imperative in bold, the MEDDPICC gap as a tag, and the owner. The footer states how many of the total deals you are viewing and when the scores were last recomputed, both real.

Predict, under each close date, asks the close-date model for its own estimate: a date and a range in days. The model is yours alone, retrained every Sunday on your closed deals, so until enough have closed it says it needs more closed deals instead of showing a date, and it says so too when the fit is too loose to trust. It is a second opinion beside the date your CRM holds, never a replacement for it, and nothing is written back.

If the deal book cannot be loaded, the tile row says the numbers did not load and the table says to refresh. Neither is left on its loading placeholder, which would read as still working.

Where the deals come from

The board reads your open opportunities and their MEDDPICC evidence from your connected CRM and stored records. Display fields like close date, owner, and account segment come straight from the stored record; a field your CRM did not fill shows an em dash rather than a guess. If you have not connected a CRM yet, the book is empty rather than filled with placeholders, connect your tools in Settings and your deals appear here on the next sync, ranked by risk.

A deal you opened from an interested reply on Campaigns says so under its name, Reply to your outreach, linking back to the send ledger. It keeps the message, the run and the send it came from. When a recorded call or a held meeting with that same person arrives from Fathom, Zoom, Meet, Teams or Salesloft, it is added to the deal and the origin line shows its date. So is a meeting on your Google or Microsoft calendar, or a Calendly booking, when that person is on the invite. The match is on their exact email address, never on a name or a company domain, and your own address and colleagues at your domain never count. A meeting with two people who each have a deal is added to both. The stage does not move on its own: whether the meeting qualified the deal is yours to decide, by adding its amount and close date.

Follow-ups from calls. When a Fathom meeting names action items, or a Zoom summary lists next steps, each open one shows under the deal the meeting belongs to, behind a line such as 2 follow-ups from calls. Each item shows its text, the owner the call tool named (or that none was named), when it is due and whether it is overdue, and the meeting it came from with its date. An item with no date of its own is due a day after the call. Press Mark done once the work is done: the item leaves the deal and Today. If the save fails, the reason shows under the button and the item stays. The same items appear on Today, whose Review button brings you here. If the items cannot be read, the table footer says so rather than showing none.

Who you keep running into

Below the deal table sits your competitor library. Naming a competitor is what switches the listening on: new calls, emails and notes are read against that list, so an empty list finds nothing. Open one for its battlecard, the win and loss themes, the record of every time they came up, and a card written for one specific deal. Full detail in Compete.