🔥 New in Pipedrive: Pulse Score helps you prioritize deals based on your own rules

Pulse Score is a new feature in Pipedrive that brings automatic deal scoring powered by AI and analytics. Its goal is to help sales teams quickly identify which deals have the highest chance of success—allowing them to manage their time and priorities more effectively.

For each score, you can define your own scoring criteria based on the specific needs of your business. This ensures your team focuses on the most valuable opportunities, improving decision-making and streamlining the entire sales cycle by prioritizing higher-scoring deals.

How it works in practice

You can set up one score for each pipeline (board). Every team member can view the score and its criteria and work with them, but only a deal admin can make changes. Here’s how:

1. In the Pulse interface, open the Score section, click the button to add a new score, give it a name, add a description, and configure the basic settings.

2. Next, you can select up to 10 custom criteria (e.g., deal stage, lead engagement, ghosting, etc.) and assign each one a weight using three categories:

• Highly positive: +25 points

• Moderately positive: +10 points

• Negative: −10 points

Each criterion:

• can be linked to either system fields or custom fields,

• currently applies only to deals or activities.

The conditions work similarly to filters in Pipedrive—you can combine AND/OR rules and add multiple conditions within a single criterion.

Once saved, Pipedrive automatically calculates a score for each deal. The result includes two values:

• Total score – the sum of all assigned points,

• Normalized score – a scale from 0 to 100, ensuring clarity and consistency across all deals.

Advantages of Pulse Score Compared to AI Scoring

AI scoring automatically evaluates the probability of deal success based on historical data and algorithms that users neither understand nor can influence.

Pulse Score, on the other hand, is configured by you. It’s not a “black box”—you have full control over which factors affect deal evaluation. You can also fine-tune the settings over time to match what truly works in your business. Pulse Score is the ideal choice for teams that know exactly what defines a “high-quality opportunity” in their sales process.

Availability and Limitations

Pulse Score is currently available in:

• the Premium plan (limit of 5 scores),

• the Ultimate plan (limit of 10 scores).

If you’re still using one of the older pricing tiers, the Score feature may also be available in the original Power plan (limited to 5 scores per company) and the Enterprise plan (limited to 10 scores per company).