Engagement Scoring
A number on every deal that moves when the buyer moves.
Engagement scoring is the core of Macklore. It reads the behaviour on both sides of a deal, weights it by recency, direction and depth, and gives you a single health read that is honest about what is actually happening.
Reading the number
Three bands, chosen so a rep never has to interpret a decimal.
The score is precise underneath. What appears on a card is a band and a forecast icon, because that is what a rep can act on in two seconds.
Hot
Recent inbound activity, more than one person engaged, a next step in the calendar.
Steady or stalling
Activity present but thinning. The band splits on whether the reply gap is widening or holding.
At risk
No inbound activity for a stretch that is unusual for this deal, or a key contact has gone quiet.
Signals used
Five families of signal, ordered by how much they move the number.
Nothing here is a vanity metric. Each family answers a question about whether the buyer is still working on this purchase.
Conversation signals
HeaviestInbound replies, and how fast they came
The gap between the last two replies, and whether it is widening
Questions asked by the buyer that are still unanswered
Threads where the rep is the only one still writing
Document signals
HeavyProposal, quote and deck opens with timestamps
Repeat opens inside a short window
Forwards and opens from a new address on the buyer domain
Documents sent but never opened
Call and meeting signals
ModerateConnected calls and their duration
Meetings booked, held, rescheduled or quietly dropped
Who attended from the buyer side
Follow-up actions agreed on a call and whether they happened
Stakeholder signals
ModerateNumber of engaged people on the buyer side
New contacts appearing in the thread
A previously active contact going silent
Single-threaded deals, which are flagged as fragile by default
Process signals
LightDays in current stage against the team's own norm
Backward stage movement
Deal age against the typical cycle for similar sizes
Scheduled next step missing entirely
Scored deal: Varun Steelworks
Illustrative view
Negotiation
₹18,90,000
7 days in stage
84
Signals behind the score
Why the score can disagree with the stage
A deal in negotiation with no buyer activity for two weeks will read low. That disagreement is the most useful thing on the screen, and it is the conversation a pipeline review should start with.
Weighting rules
Four rules decide how much any single signal counts.
- Recency: a reply this morning counts for several times a reply from three weeks ago
- Direction: inbound buyer activity always outweighs outbound rep activity on the same deal
- Depth: a proposal forwarded inside the buyer's company counts for more than a single open
- Spread: engagement concentrated in one contact is discounted against the same volume across three
Outbound volume on its own cannot lift a score. A rep sending six follow-ups into silence is evidence of a problem, not evidence of health, and the engine treats it that way.
Reply gap monitor
Rolling 30 days
Loomcraft Textiles
Holding steady at about two days
Northbeam Logistics
Gap doubled over three exchanges
Hexfield Interiors
No reply at all for nine days
Questions
What teams ask about the score before they trust it.
No. Stage stays under your team's control. The score sits alongside the stage as a second, behavioural reading, and the two are deliberately kept separate so you can see when they disagree.
New deals start in a neutral band and are marked as thin on data rather than scored harshly. The score only becomes assertive once there is enough history on the record for the pattern to mean something.
Weighting is tuned per team on the Growth plan and fully configurable on Enterprise, where you can set your own thresholds for reply gaps, stage dwell time and what counts as a fragile stakeholder map.
Yes. It is calculated the same way for every deal, which is what makes it useful in a pipeline review. What differs between reps is activity, and that is the thing you want the number to expose.
Rest of the engine
Each part feeds the next one.
Engagement scores recalculated on 7 deals in this sample board in the last hour.
Score your real pipeline and find out which deals are quietly dying at seventy percent.
The first pass over an imported pipeline is usually uncomfortable. It is also the most valuable report your team will read that week.
- Hexfield Interiors moved to at risk
- Varun Steelworks flagged hot
- 4 follow-ups queued for review