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Opportunity scoring is a methodology used by sales teams to evaluate and rank potential sales opportunities based on specific criteria. The primary purpose of opportunity scoring is to prioritize which deals to focus on, ensuring that sales efforts are directed toward prospects that are more likely to convert into closed deals and generate expected revenue.

When opportunity scoring is effectively implemented, it takes into account various data points, such as the opportunity's characteristics, historical sales data, and customer engagement levels. This analysis helps sales teams to identify which opportunities have the highest probability of closing successfully and which ones are likely to deliver significant revenue. As a result, sales representatives can allocate their time and resources more efficiently, working on the most promising leads first.

Using opportunity scoring ensures that sales teams can make informed decisions and establish a more structured approach to manage their sales pipeline, ultimately contributing to improved sales performance and revenue growth.