Sales Intelligence Features and Technologies

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

The features use Oracle's machine learning and predictive analytics capabilities:

• Machine Learning

  A platform for creating sales machine learning models. Oracle provides you with sample models for Similar Accounts, Opportunity predicted win probability, and Lead scoring. As a sales administrator without prior modeling expertise, you can configure a model by duplicating predefined model templates, or you can develop completely new machine learning models of your own.

• Sales Insights

  Analyzes historical account, lead, opportunity, and contact data to provide salespeople with key insights and recommended actions. As a sales administrator, you can enable or disable individual recommendations.

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've enough data to make the feature active. 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. Note: Your administrator can configure the model to identify similarity based on your own specific criteria.	Machine Learning

Opportunity Recommendations

Feature	Description	Technology
Opportunity Predicted Win Probability	Predicts win probability using historical data.	Machine Learning
Opportunity Activity Effectiveness	Suggests actions if the level of activities on an opportunity is lacking compared to similar successful opportunities.	Sales Insights

Lead Recommendations

Feature	Description	Technology
Lead Scoring	Indicates the probability of a successful conversion of sales leads to opportunities.	Machine Learning
Lead Activity Effectiveness	Suggests actions if the level of activities on a lead is lacking compared to similar successful leads.	Sales Insights

Contact Recommendations

Feature	Description	Technology
Contact Engagement Level	Rates the level of engagement of the sales organization with each contact. The rating is based on the number of active leads, the number of deals, and the frequency of interactions and activities with the contact.	Sales Insights
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	Validates if the contacts pursued on the lead are enough to successfully convert a lead	Sales Insights
Opportunity Contact Recommendation	Recommends contacts to add to similar successful opportunities.	Sales Insights
Opportunity Contact Validation	Validates if contacts pursued on the opportunity are enough to successfully close the opportunity.	Sales Insights