The sales health score
A 100-point weekly scorecard for the Sales team's one motion: enterprise outbound, from target accounts to a qualified booked meeting and the pipeline behind it.
Sales health is one number out of 100, graded every week across the Sales team's one motion in how we run sales: enterprise outbound, run by a GTM Engineer. It is the counterpart to the engineering, product and growth, and marketing health scores: one number that says whether the enterprise lane is building real pipeline, so a slide shows up before a quarter is lost.
The machine does the volume; the person does the judgment. This score grades both: whether the accounts and lists are right, whether the outbound machine is running, and whether the meetings it books are real.
Claude computes it from what the motion already produces: the target account list, the sequences and their throughput, the meetings booked, and the pipeline behind them. It posts the score and the deltas every week, with a source and a pull date beside every figure, because these numbers live in dashboards this repo cannot read. It is a measurement, not a target invented on the spot.
The rubric: 100 points, four categories
| Category | Points | What it measures |
|---|---|---|
| Target accounts and lists | 25 | Account targeting quality, list build and enrichment |
| The outbound machine | 35 | Messaging quality, sequencing and throughput, deliverability |
| Qualified meetings | 25 | Meetings booked, meeting quality |
| The team number | 15 | Qualified pipeline created |
A week starts at 100 and loses points against the thresholds below.
Target accounts and lists: 25 points
The GTM Engineer owns which accounts are worth it, not a random list.
| Signal | Points | Full marks when | Source |
|---|---|---|---|
| Account targeting quality | 12 | Target accounts defined to the enterprise ICP, with a reason each is worth working | The target account list |
| List build and enrichment | 13 | Lists built and enriched; contacts valid and current; no stale or dead rows | The outbound tooling |
The outbound machine: 35 points
AI agents handle research, personalization, and sequencing; the person owns what the message says.
| Signal | Points | Full marks when | Source |
|---|---|---|---|
| Messaging quality | 12 | Outbound written to the account and the person, not spray; on-brand and specific | The sequences |
| Sequencing and throughput | 12 | Sequences running on cadence; volume on plan; a working play becomes a system | The outbound tooling |
| Deliverability and health | 11 | Sending domains warm; reply and bounce rates healthy; nothing flagged | The outbound tooling |
Qualified meetings: 25 points
A meeting counts only when it is a real, qualified conversation, not a calendar hold.
| Signal | Points | Full marks when | Source |
|---|---|---|---|
| Meetings booked | 13 | Qualified enterprise meetings booked, trending up | The CRM, the calendar |
| Meeting quality | 12 | Booked meetings are real and qualified; show rate holding; no-shows and junk removed | The CRM |
The team number: 15 points
| Signal | Points | Full marks when | Source |
|---|---|---|---|
| Qualified pipeline created | 15 | Pipeline behind the booked meetings growing, each carrying a source and a date | The CRM |
The bands
| Score | Grade | What it means |
|---|---|---|
| 90 to 100 | A | Healthy. Keep booking. |
| 80 to 89 | B | Minor slippage. Named owner, fixed this week. |
| 70 to 79 | C | A category is failing. It leads the next week's priorities. |
| 60 to 69 | D | Two or more categories failing. Slow new scope until it recovers. |
| Below 60 | F | Stop and fix. The enterprise lane is not building pipeline. |
How a week runs
- The score posts once a week, with the category breakdown, every number's source and pull date, and the change from last week.
- A drop names an owner, with a date, not a general concern.
- The weakest category sets priorities. It leads the next week's priorities.
- The rubric is honest about gaps. A category with no owner, or a number nobody is pulling, shows up as a low category rather than being dropped.
This is the weekly read on how we run sales, next to the product and growth and marketing health scores.