Question
What an engagement score is, and what it leaves out.
An engagement score measures volume of contact: emails, meetings, people involved. It is useful and it is incomplete, because volume without direction cannot tell a deal that is warming up from one that is winding down.
What it measures.
How much interaction there has been between your team and the account: message counts, meeting counts, how many people are involved and how recently.
It is a reasonable proxy for attention and it is easy to compute, which is why almost every tool has one.
What it misses.
Who is doing the engaging. Forty emails from your side and two from theirs scores similarly to a balanced thread, and means the opposite.
Whether anything cost the buyer something. A security review starting is worth more than fifty emails and most engagement scores cannot weigh it that way.
Direction. Engagement that is decaying and engagement that is building look the same in a single number.
What to add.
Buying process events, weighted separately from conversation volume.
Decay, so a burst of activity three weeks ago does not read as current.
A trend, so the number carries direction rather than only level.
How Kaypo scores it.
Engagement is one group among several, with a 21 day half life so old activity fades, and buying process signals weighted separately because they mean something different.
Every group weight is visible and yours to change, and the back test tells you whether your weighting actually separates your wins from your losses.
Questions
What is an engagement score in sales?
A measure of how much interaction there has been with an account: emails, meetings, and how many people are involved. It measures attention rather than likelihood to close.
Is engagement the same as buying intent?
Engagement is not the same as buying intent. Engagement counts contact. Intent is about what the buyer has spent of their own, such as starting a security review, which is a much stronger signal than message volume.
It arrives in Slack
Every morning, each rep gets one message naming the deals on their own book that moved overnight, biggest mover first, with the reason beside each number and the deals that have gone quiet underneath.
$99 a month, cancel any time.. Everyone on the team. No per seat charge. Connect a CRM and it runs. No implementation fee. 14 day trial. No card.
Related reading
Which sales signals actually predict a close
Most teams track activity because activity is easy to count. The signals that predict an outcome are mostly things the buyer does, not things the rep does.
Can you change how your deal score is calculated
Most deal scores cannot be opened or adjusted. Why that matters the first time one is wrong about your business, and what an editable model gives you instead.
How to score deals in Salesforce or HubSpot
The three ways to score deals in a CRM, what each costs in time and money, and why most home built scoring models stop being maintained within a quarter.
Reviewed September 20, 2026 against the product as it behaves today.