1. Using Sales
  2. Overview of Recommended Actions for Opportunities

Overview of Recommended Actions for Opportunities

Opportunities allow organizations to support the full sales process, from leads, to opportunities, to sales, to follow-up analytics. Within opportunities, sales organizations use the supplied sales methods and sales stages to step the opportunity to its eventual conclusion.

Account intelligence, sales actions, and historical sales analysis further enable salespeople to increase their win rates by offering data-driven pipeline management and recommendations for the next best sales recommended actions. For example, setting win probability variance thresholds and providing multiple recommendations per opportunity help sales representatives optimize their sales opportunities.

Using the recommended actions feature lets sales representatives know which opportunities to focus on, which ones are at risk to close, and specifically, what's the next best recommended action to take to close opportunities.

Your administrator must enable the Enable Adaptive Intelligence profile option (ZCA_ENABLE_ADAPTIVE_INTELLIGENCE) and extend the opportunity detail page to display the Recommended Actions section and related steps in the opportunities UI.

This table lists some of the ways recommended actions can help close deals.

Feature

Details

Smarter sales experiences and optimizes the selling process

Helps you identify best opportunities to pursue based on:

  • Current and past deal assessments

  • Opportunities needing most attention

  • Sales volatility

Multiple recommendations per opportunity

Prompts you to respond to the next best set of actions to help you engage with your customer and further extend the sales pipeline. For example, provide the relevant data to:

  • Perform competitive analysis through competitive data alert messages.

  • Initiate a follow-up call with the customer.

  • Focus on the top five deals, to reduce sales volatility.

  • Determine the likelihood of closing an opportunity.

  • Provide a percentage win probability in comparison to other opportunities from your sales organization or a prediction about the close date of the opportunity.

    For example, based on historical data, the likelihood to close an opportunity is less than 40%.

User feedback per opportunity

Lets you provide feedback, such as to how helpful, or not, are the recommended next best actions provided for the opportunity. Salespeople can select the recommended action they completed or signify whether or not the suggested action was helpful.

Administrative controls

Enables sales administrators to manage the win probability variance thresholds for opportunities. As you update the opportunity information, the application regenerates win likelihood probability and recommended actions.

You must complete the following configuration steps in Oracle CX Sales to ensure that recommendations are displayed on opportunities:

  • Update relevant profile options.

  • Add the Recommended Action column to the Opportunities page using Application Composer.

For more information, see Set Up Best Sales Action for Opportunities.

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