2Insights

Opportunity Win Probability Reports

You can view opportunity win probability reports on the Insights page to better understand how adaptive intelligence recommendations are working for your opportunities. On the Insights page, click Opportunity Win Probability to review the reports.

Recommended Action Status Report

Use the status report to review the trend in the number of actions recommended to your salespeople during a 12-month period.

You can also monitor data ingestion by checking the number of open opportunities and the opportunities that closed in the last 30 days. If you don’t see these numbers, check your connection settings or contact Oracle Support.

Here's an example of the status report.

Sales Insights status report showing the number of opportunities and recommended actions

Opportunity Prediction Accuracy Report

Review the accuracy of adaptive intelligence predictions of opportunity outcomes.

The report counts the prediction as accurate if it was correct two-thirds of the way through the opportunity life cycle. For example, let's take an opportunity that was open for 90 days and closed on September 30th. The report checks the outcome against the prediction given on August 30th. If the opportunity win prediction was greater than 50% on August 30th, and the opportunity outcome was a win, the application considers the prediction as accurate.

If the graph on the report shows a lot of variance between months, you can select Show Moving Average to view the average from all previous data.

Here’s an example of the accuracy report.

Opportunity accuracy prediction report on the insights page

Recommended Action Engagement Report

See a summary of the feedback from your salespeople about the recommended actions for opportunities.

Your salespeople can provide feedback on recommendations by marking them as good or not helpful. This screenshot shows an example of the Recommendation dialog box on the Opportunities page.

Recommendation dialog box in Opportunities page

You can either view the graph for all recommendations or filter by recommendation type to view the graph for that specific recommendation type. For details on recommendation types, see Recommendations for Opportunities. The graph shows the summary of this feedback in counts or percentages. If the graph shows a lot of variance between months, you can select Show Moving Average to view the average from all previous data. If the level of feedback is very low, check that recommendations are being displayed for your salespeople. If recommendations aren’t being displayed, check your connection settings or contact Oracle Support.

Here’s an example screenshot of the engagement report.

Engagement report on the Insights page

Recommendations for Opportunities

Your salespeople see recommendations for their opportunities when adaptive intelligence models detect that taking a particular action improves the chances of winning an opportunity. Recommendations provide useful actions to help salespeople convert their opportunity to a win.

Recommended Action Type

Action (Displayed in Oracle CX Sales)

Description (Displayed in Oracle CX Sales)

Activity Frequency Low

Contact this account

Log more activities for this opportunity. Opportunities that we win have more frequent contact.

Time Since Last Activity High

Contact this account today

Speak to this account since there has been a gap in activities. Opportunities that we win have more frequent contact.

Deal Size High

Consider whether this deal size is realistic

Improve the win probability by decreasing the deal size if appropriate.

Contact Count Low

Broaden your contact base

Engage with more contacts as similar opportunities that closed with a win had engagement with more contacts.

Total Activities Low

Contact this account

Log more activities for this opportunity. Opportunities that we win have more activities.

Competitive Influence Strong

Review competitive plays

Improve your chances of winning by ensuring that you're well-differentiated from the primary competitor.

Deal Size Low

Consider increasing the deal size

Improve the win probability by increasing the deal size if appropriate.

Age High

Check that your opportunity is still relevant

Typically, similar opportunities close much faster.

Contact Title Low Converting

Verify that the primary contact is the decision maker

Review the decision-making ability of the primary contact to improve your chances of winning.

Time Spent in Stage High

Verify the sales stage

Verify that the sales stage shows the correct status. Similar opportunities that closed with a win are no longer in this stage after this length of time.

Momentum Low

Review sales stage and increase momentum

Increase momentum as similar opportunities that closed with a win moved through the sales stages faster.

An administrator can edit the default recommended actions to suit your requirements. See Set Up Best Sales Action for Opportunities for details.

Lead Conversion Probability Reports

You can view lead conversion probability reports on the Insights page to better understand how adaptive intelligence predictions are working for your leads. On the Insights page, click Lead Conversion Probability to review the reports.

Lead Prediction Status Report

Use the status report to review the trend in the number of predicted leads shown to your salespeople during a specified 12-month period.

You can also monitor data ingestion by checking the number of open leads and the leads that closed in the last 30 days. If you don’t see these numbers, check your connection settings or contact Oracle Support.

Here's an example of the status report.

Leads status report

Lead Prediction Accuracy Report

Review the accuracy of adaptive intelligence predictions of lead outcomes during a selected period. The accuracy is based on how many high-scoring leads got converted to opportunities. The report counts the prediction as accurate if the lead score was above 70% when the lead got converted to an opportunity.

If the graph on the report shows a lot of variance between months, you can select Show Moving Average to view the average from all previous data.

Here’s an example of the accuracy report.

Leads accuracy report

Predicted Lead Engagement Report

See a summary of activities on the predicted leads with scores above 70%. Engagement is calculated based on the number of new lead activities that your salespeople create.

The graph shows the summary of predicted leads with and without activities in counts or percentages. If the predicted leads with activities are doing well, that means your salespeople are engaging with the leads that adaptive intelligence predicted as most likely to convert.

If the graph shows a lot of variance between months, you can select Show Moving Average to view the average from all previous data.

Here’s an example screenshot of the engagement report.

Leads engagement report