Jun 12, 202510:06 AM - edited Jun 12, 202510:07 AM
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Create a custom Deal Score
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Hello,
The "Deal Score" feature on Hubspot is really cool (also for how we can visualize it), but we can't modify it. What would be the best way to have our own Deal Score, with criterias with ponderation we choose?
Example : Deal Score is a sum of 50% dependign on the AMount, 30% on the deal's phase in the pipeline, 10% if one or many features are already available, 20% on the possibility of a paternship or not according to those criterias.
Here are the avenues I saw so far :
1. Properties with a customized function - Althought the function can be pretty long if you have multiple properties impacting the deal score, each with different evaluation type. 2. Creating custom (and hidden) properties scoring separately each (ex : [SCORE] Amount), and then having a property named "Deal Score" that sums it all - However, that's a lot of new property and if you change a ponderation, you have to go through all of them again. 3. Workflow or Report - I was not able to find a way to have a good tool for Deal Score from that so far, althought I could clearly used a Report to visualize the results.
They've really upleveled the view here! If we didn't have something that worked well, we might leverage it.
If you continue to run into any blockers, a workaround would be to build a custom scoring system outside of HubSpot using Coefficient's, certified 2-way sync between HubSpot and Sheets/Excel on the HubSpot marketplace.
You can pull in all your deal data into Google Sheets, apply your own weighted formula and calculate a custom score exactly how you want it.
The cool part is, once you’ve got your logic set up, you can push that custom Deal Score back into HubSpot as a property and then visualize or use it in workflows. Makes it easier to adjust the weightings too without juggling multiple properties or complex in-app formulas.
The cool thing is that you can also use Coefficient's AI functionality to not only build your formulas but also to explain the Deal Score and they "why" behind it and have that as a side-by-side field on your Deal Record for all of your reps. We've done this for our Sales & CS team because we had a user doing the same and it's been incredible. I made a quick video on this recently.
Good news, there is a public beta for deal scores under Settings > Product updates > All > Manually Score Deals and Companies with Sales Hub:
Manually Score Deals and Companies with Sales Hub
What is it?
You can now manually score deals and companies using the Lead Scoring app with Sales Hub Professional or Enterprise.
Why does it matter?
Effective scoring provides accurate, actionable insights that empower sales reps to identify which deals to prioritize and which companies to prospect first. With manual scoring, you and your sales team can customize the scoring rules that are most impactful for your business, ensuring efforts are always focused on accelerating deal closure.
With the Lead Scoring app now in both Marketing Hub and Sales Hub, your marketing and sales teams can seamlessly collaborate and maintain consistent criteria for evaluating contacts, companies, and deals in a unified and single scoring solution. Sales teams are also able to migrate their manual deal scores from the legacy scoring property, that is sunsetting on August 31, 2025.
How does it work?
1. In the Global Navigation Bar on the left, navigate to Marketing > Lead Scoring. Once in the Lead Scoring app, click "Create score".
2. Select "Deals" and click "Create".
3. Start building your score by clicking "+ Add event group" or "+ Add property group".
Within an event group, you can add event criteria such as Ads, Calls, Forms, etc.
Within a property group, you can add objects such as Deal, Associated contact, Associated company, etc.
4. Click on the "Deals" tab to choose which deals to include or exclude in scoring.
5. Click on the "Settings" tab to edit the property label and customize the score thresholds.
6. You can also edit the name of the score and then click "Review and turn on". After reviewing your score, click "Turn on".
7. After turning your score on, you will receive the following confirmation with next steps.
Note: You can also score companies with a combined score similar to deals, or with the fit and engagement criteria as separate scores.
Who gets it?
Customers with Professional Customer Platform, Enterprise Customer Platform, Sales Professional, and Sales Enterprise.
Best regards!
Karsten Köhler HubSpot Freelancer | RevOps & CRM Consultant | Community Hall of Famer
They've really upleveled the view here! If we didn't have something that worked well, we might leverage it.
If you continue to run into any blockers, a workaround would be to build a custom scoring system outside of HubSpot using Coefficient's, certified 2-way sync between HubSpot and Sheets/Excel on the HubSpot marketplace.
You can pull in all your deal data into Google Sheets, apply your own weighted formula and calculate a custom score exactly how you want it.
The cool part is, once you’ve got your logic set up, you can push that custom Deal Score back into HubSpot as a property and then visualize or use it in workflows. Makes it easier to adjust the weightings too without juggling multiple properties or complex in-app formulas.
The cool thing is that you can also use Coefficient's AI functionality to not only build your formulas but also to explain the Deal Score and they "why" behind it and have that as a side-by-side field on your Deal Record for all of your reps. We've done this for our Sales & CS team because we had a user doing the same and it's been incredible. I made a quick video on this recently.
I think optoins 1 - a calculated property is the most straighfroward. I assume by ponderation you mean equation and this is a tranlation issue?
One thing to also consider is what the score is supposed to represent. The score calculate by HubSpot's Breeze AI represent the probability of winning the deal. The way you're talking about your score you might be evaluating the deal based on how valuable it is (beyong the $)?
Hello! Thanks for your answer 🙂 By ponderation, I'm sorry - I meant "weighting". A custom equation could be an option, but it would result in a very long equation and by default Hubspot seems to "condense" the equation after you save it, therefore removing your code formatting and what makes it more readable (especially if you had 15+ lines). Still exploring it tho.
Yes, indeed, another word than "Deal Score" could be more appropriate to avoid confusion on the initial Hubspot property - I am refering here about a score that helps to reflect the "Priority" of the deal (Considering the amount, technical feasability of the project, timeline, etc.) , than its "Probability of closing" (although the latest could be involved in the calculation of the first one).
