Configure risk criteria for Sales Opportunity Agent

The agent evaluates opportunities and identifies potential deal risks that could delay or prevent a successful close. It assesses multiple risk signals and calculates an overall risk score for each opportunity.
By default, the agent uses predefined risk criteria, but administrators can customize them to better reflect their organization's sales process and methodology.

As an administrator, you can customize the configuration of risk criteria to align with your organization's sales process and priorities.

Customize Default Risk Criteria: Modify the thresholds and logic behind the default risks to align with your business processes. For example, if your sales cycle is shorter than average, you can reduce the "stalled in stage" threshold from 30 days to 10 days.
Configure Role-Based Risks: Customize the roles used in risk evaluation rather than relying on hard-coded roles. For example, instead of using a predefined "Champion" role, you can select the stakeholder role used in your organization.
Add Stage-Specific Thresholds: Define different risk thresholds for each stage of the sales process. For example, you might set a shorter "stalled in stage" threshold for early-stage opportunities compared to late-stage opportunities. This helps ensure risk evaluation matches the expected pace of each stage.
Create Custom Risk Criteria: Create entirely new risk criteria specific to your business. Custom risks can be defined and fine-tuned through natural language instructions and configuration settings. For example, you might create a risk criterion for "No technical approver engaged" or "Legal review not started." These custom criteria allow organizations to incorporate their own sales methodology and governance processes into the agent's risk model. For more information, see Create custom risk criteria.

How the overall risk score is calculated

The agent evaluates each configured risk criterion individually and assigns a severity level. It then aggregates those evaluations into an overall opportunity risk indicator. For example:

No engagement for 15 days → Low risk
No engagement for 30 days → High risk

The agent combines all applicable risk signals to determine the overall opportunity risk level.

Configure the risk criteria

Open the Sales Opportunity Agent settings page.
Under Advanced, select Risk criteria.
Expand the Default risk criteria section to view the default risk criteria. The business process flow selected in the Opportunity assessment section appears at the top. To change it, select Edit.

Modify the criteria as needed. Some criteria can be configured with stage-specific settings. The following table lists the available risk criteria for the Sales Opportunity Agent:

Risk criteria	Description
Unresponsive stakeholder	Flags opportunities where specified stakeholder roles don't respond after the configured number of touchpoints. Champion is selected by default, but you can select other roles like Influencer or Decision Maker. You can select multiple stakeholder roles for this criterion.
Not multithreaded	Flags opportunities with limited stakeholder engagement. Multithreading means connecting with multiple contacts; this risk appears when contact coverage is below the configured threshold at a specific stage.
Missing stakeholder roles	Flags opportunities missing one or more required stakeholder roles in connections or email conversations once the opportunity reaches the configured stage.
Objections raised	Flags opportunities where email conversations or notes include configured objection keywords or phrases.
Missing BANT info	Flags opportunities missing one or more BANT fields (Budget, Authority, Need, Timeline) by the configured stage.
Aging opportunity	Flags opportunities that are open longer than the average age of previously won deals, indicating they might need extra attention.
Competitor mention	Flags opportunities where competitor names or mentions appear in email conversations, signaling competitive positioning might be needed.
Negative company news	Flags opportunities where external events such as layoffs, budget cuts, or mergers and acquisitions detected through company insights could impact deal success.

Configure stage-based risk criteria

Stage-based risk configuration allows you to tailor risk assessment to match your organization's sales cycle. You can set different thresholds for each stage of a risk criterion. A threshold defines the number of days an opportunity can remain in a particular stage before it is flagged as at risk. For example, use shorter thresholds for early stages and longer thresholds for later stages.

Open the Sales Opportunity Agent settings page.
Under Advanced, select Risk criteria.

In the Stage-based criteria section, expand the criterion you want to configure. The following criteria are available:

Criterion	Description
No recent engagement	Flags opportunities with no activity (email, reply, or meeting) within the configured time window.
Close date deviation	Flags opportunities where the estimated close date is near or past before reaching the configured stage.
Stalled in stage	Flags opportunities that remain in the configured stage longer than the allowed number of days.

Select the stage and enter the threshold for that stage.
(Optional) Select Add stage to configure additional stages and their respective thresholds.

Create custom risk criteria

Open the Sales Opportunity Agent settings page.
Under Advanced, select Risk criteria.
In the Advanced settings section, select New custom criterion to create a new risk criterion.

In the Custom risk criterion section, define new risk criteria that are specific to your organization's needs.
In the Custom risk criterion (Optional) section, enter the name and description for the new risk criterion.
Add fields to map to the new custom risk criterion.
1. Select Add.
2. In the Select field to map pane, select the field that you want to map to the new custom risk criterion. Choose opportunity-related fields or fields from related entities.
Repeat Step 5 for each additional field you want to map to the new custom risk criterion.
After adding the necessary fields to the new custom risk criterion, select Add.
The custom risk criterion is now added and available for use in risk assessments.
To edit or delete the existing custom risk criterion, select the More options (ellipsis) icon next to it.
To disable a criterion from risk assessment, turn off the toggle next to it under the Use in assessment column.