Most sales team rely on instinct - which opportunity they will win?

Many team have rule based system in excel to denote which opportunity they are likely to win.

In large enterprise - one need to identify pattern and characteristics of opportunities that a company is winning. Machine learning model is right method to predict which opportunity a company is likely to win.  Model can continuously train on sales data and determine positive and negative factors playing a role in buying cycle. Based on it can accurately predict probability of winning.

Opportunity scoring model for SalesForce use historical data and assign probability of winning for each opportunity.

It determine what features are important for model.It also determine for each opportunity which factors are positively and negatively contributing.  It uses prescriptive analytics to recommend what should be changed in sales opportunity to increase its probability of winning.

Last edited Aug 30, 2016 at 11:24 PM by prashdesh, version 1