The problem
Your account scoring model was built six months ago from 40 closed-won deals. Since then, 60 more deals closed, your ICP shifted, and new signal types emerged. The model is stale but reps still trust the numbers.
The system
- Extract features. Firmographics, technographics, signal history, and engagement from every closed opportunity.
- Retrain weekly. Model updates with Laplace smoothing for small samples, full retrain as data grows.
- Write scores to CRM. Updated rankings visible to reps with score change indicators.
- Measure lift. Track conversion rate by score decile to validate model performance.
Field notes
Retraining is the anti-fragile loop. Every deal makes the model sharper. Static scoring is a snapshot that rots.