What sales intelligence features are integrated with Sales?

Your Oracle Sales application includes several analytics and intelligence features that can help your sales organization improve sales efficiency and productivity. Both types of features are grouped underneath the term Sales Intelligence.

You can enable these features by using the Enable Sales Intelligence Features task from Setup and Maintenance work area.

The Sales Intelligence features use different technologies developed by different teams at Oracle:

• Generative Artificial Intelligence (Generative AI for Sales)

  Generative AI refers to a specific subset of Artificial Intelligence (AI) tools that uses programs to process large data sets, detect patterns, and then create works of text based on the instructions it's given (known as prompts). Use Generative AI (GenAI) to help with authoring and recommendations for both short marketing content such as writing email, summarizing notes, or generating account description and so on. For example, GenAI can automatically generate a win story highlighting the pertinent details of the data gathered during the sales process. These GenAI features can help salespeople save time and effort so they can direct their focus and energies to the highest value-add parts of their work.

  See the topic What generative AI features are integrated with Sales? for more details about the current set of features available from Generative AI for Sales.

• 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. In Oracle Sales, salespeople can review similar accounts simply by entering Show similar accounts in the Action Bar. For the classic 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 setup task Enable Sales Intelligence Features. When you enable a feature, the application determines if you've enough data to make the feature active. If the feature is available for setup, then 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 what activities that a salesperson should take on opportunities based on the activities associated with successful leads.	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 what activities that a salesperson should take on a lead based on the activities associated with 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 sufficient 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 sufficient to successfully close the opportunity.	Sales Insights

View Explanations for Predictions

Feature	Description	Technology
View Explanations for Prediction Outcomes	Provides explanations of machine learning predictions with added insight into the highest impacting factors. For example, salespeople can take appropriate actions to mitigate any outcomes that negatively impact the prediction. They can also use the insights from positive factors to devise a sales strategy that plays to their unique strengths.	Machine Learning