Recommendations Based on Sales Insights

Machine learning models, sales insights and historical sales analysis further enable salespeople to increase their sales win rates by offering data-driven pipeline management and recommendations. For example, setting win probability variance thresholds and providing multiple recommendations per opportunity help salespeople optimize their sales opportunities.

Providing recommended actions lets salespeople know which opportunities to focus on, which ones are at risk to close, and specifically, what's the best recommended action to take to close opportunities. The following predefined sales insights are available and your administrator can display these insights as filters on the object list views for your accounts, opportunities and leads. See the section Make the Field Searchable in Its Business Object in the topic How do I make a field searchable in the UI? for more information.

Account engagement level
Identifying those accounts that are either highly or moderately engaged or have a low level of engagement (lonely) and by observing certain accounts helps salespeople to:
- Prioritize the next set of actions for records and tasks
- Improve productivity with moving the sales pipeline along
- Identify quickly what's wrong with a lead or opportunity and take the necessary corrective action
Opportunity activity effectiveness
By knowing if the activities associated with a given opportunity are enough and exact helps you effectively optimize your opportunities and move them along the sales pipeline. For example, you might want some insights to check if you're doing enough to nurture opportunities while sales managers might want to gain an objective understanding of:
- Which opportunities aren't being nurtured effectively and need more attention?
- Who are our most engaged customers?
- Which accounts can be reached again to increase the sales pipeline?
Lead activity effectiveness
Sales insight details about lead tracking activities associated with a given sales lead helps you effectively optimize your leads and move them along the sales pipeline. For example, you might want to check if you're doing enough to nurture leads while sales managers might want to recommendations or insights into which leads aren't being nurtured effectively and need more attention?

Factors that Influence the Account Engagement Levels

Actions for the above insights might also be based on insights that recommends when:

There's a lonely account with low engagements levels.
An opportunity activity effectiveness needs attention.
There's a contact validation that shows an alert for insufficient contacts to pursue a lead or a key decision maker is missing.

Engagement level are based on factors such as the number of active leads, the number of deals, the frequency of interactions and activities with the account and so on.

Here's a table that outlines some factors that influence the 3 account engagement levels with some sample scenarios:

Level	Criteria	Scenario
Highly	Accounts that have a high number of records and activities recently updated or newly created.	If you've many accounts to manage, then you can use this information to prioritize your sales efforts. For example, you might decide to focus on accounts with a high number of open activities or touches, as these accounts are more likely to be ready to move forward in the sales process.
Moderate	The number of accounts that have several records and activities recently updated or newly created is between the Highly and Lonely totals of engagement levels.	If you note that an account has a moderate number of interactions, you might infer that the account is in the early stages of the buying process and that you should focus on building relationships with the contacts. Or you might identify potential opportunities for these accounts. By seeing the number of interactions and activities that have taken place with different contacts within an account, you get a better sense of which opportunities are most likely to close.
Lonely	Accounts that have no records and activities recently updated or newly created since X days/weeks. For example, {activity/interaction/lead/opty/SR since X days/weeks} where X denotes a quarter of the average sales cycle time.	You can identify which accounts need more attention. If you see that an account has a low number of open activities, touches, or emails sent, then this insight level might alert you to increase your engagement with the account.

Level

Criteria

Scenario

Highly

Accounts that have a high number of records and activities recently updated or newly created.

If you've many accounts to manage, then you can use this information to prioritize your sales efforts. For example, you might decide to focus on accounts with a high number of open activities or touches, as these accounts are more likely to be ready to move forward in the sales process.

Moderate

The number of accounts that have several records and activities recently updated or newly created is between the Highly and Lonely totals of engagement levels.

If you note that an account has a moderate number of interactions, you might infer that the account is in the early stages of the buying process and that you should focus on building relationships with the contacts.

Or you might identify potential opportunities for these accounts. By seeing the number of interactions and activities that have taken place with different contacts within an account, you get a better sense of which opportunities are most likely to close.

Lonely

Accounts that have no records and activities recently updated or newly created since X days/weeks. For example, {activity/interaction/lead/opty/SR since X days/weeks} where X denotes a quarter of the average sales cycle time.

You can identify which accounts need more attention. If you see that an account has a low number of open activities, touches, or emails sent, then this insight level might alert you to increase your engagement with the account.