Sales Intelligence Features and Technologies

Sales Intelligence includes a number of analytics and artificial intelligence features that can help your sales organization improve sales efficiency and productivity.

The features use three different technologies developed by different teams at Oracle:

• Adaptive Intelligence (Oracle AI Apps for Sales)

  Uses machine learning models and analytics to help with processing leads and converting opportunities to deals. For leads, Adaptive Intelligence (now renamed Oracle AI Apps for Sales) provides salespeople with the probability of a lead being converted to an opportunity (the lead score). For opportunities, Adaptive Intelligence recommends the best actions to take on an opportunity. In Digital Sales, the recommended actions for opportunities appear automatically along with other recommendations at the top of the list of activities. For CX Sales, you must add these to the UI using Application Composer.

• Sales Insights

  Analyzes historical account, lead, opportunity, and contact data to provide salespeople with recommended actions. As a Sales Administrator, you can enable or disable individual recommendations and change their wording.

• Machine Learning

  A platform for creating sales machine learning models. Oracle provides you with a sample Similar Accounts model that identifies similar accounts using location, size, industry, and other factors. As a sales administrator without prior artificial intelligence (AI) modeling expertise, you can configure your own version of the Similar Accounts model, or you can develop completely new machine learning models of your own. The Similar Accounts model is enabled by default. In Digital Sales, salespeople can review similar accounts simply by entering "Show similar accounts" in the Action Bar. For the CX Sales UI, you must expose this feature using Application Composer.

Here's a list of the different Sales Intelligence features that you can enable by using the Enable Sales Intelligence Features task from Setup and Maintenance. When you enable a feature, the application determines if you have enough data to make the feature live. If the feature is available for use, you can then configure it further using the administration UIs for each technology.

Account Recommendations

Feature	Description	Technology
Account Engagement Level	Rates the level of engagement of the sales organization with each account. The rating is based on the number of active leads, the number of deals, and the frequency of interactions and activities with the account.	Sales Insights
Similar Accounts	Identifies similar accounts by such factors as industry, address, and company size.	Machine Learning

Contact Recommendations

Feature	Description	Technology
Lead Contact Recommendations	Recommends contacts to add to leads. Contacts are recommended based on their involvement in past successful leads, deals, and their level of interactions with the sales organization (the number of meetings, calls, and emails).	Sales Insights
Lead Contact Validation	Recommends contacts from similar leads that have been converted into opportunities.	Sales Insights
Opportunity Contact Recommendation	Recommends contacts from similar successful opportunities.	Sales Insights
Opportunity Contact Validation	Recommends contacts that are frequently added to similar opportunities.	Sales Insights

Lead Recommendations

AI Feature	Description	Technology
Effectiveness of Lead Activities	Suggests what activities that a salesperson should take on a lead based on the activities associated with successful leads.	Sales Insights
Lead Score (AI Lead Score)	Indicates the probability of a successful conversion of sales leads to opportunities. Important: There are two types of lead score in the application: Score and AI Lead score. We're talking about the AI Lead Score in the UI.	Adaptive Intelligence

Opportunity Recommendations

AI Feature	Description	Technology
Opportunity Activity Effectiveness	Suggests what activities that a salesperson should take on opportunities based on the activities associated with successful leads.	Adaptive Intelligence
Opportunity Next Best Action	Recommends actions from similar deals closed in the past.	Adaptive Intelligence
Opportunity Predicted Win Probability	Predicts win probability using historical data.	Adaptive Intelligence