Analysis of Closed Opportunities
The Opportunity Prediction feature has the ability to tailor its predictions by learning from opportunities that were successfully closed and won in your organisation. This information is then used by the predict algorithm to generate a prediction for all open opportunities. This information can be re-analysed and re-recorded as often as required. Follow the steps outlined below to perform this operation.
- Enter Setup by clicking on the Setup link at the top of the screen
- Within the sidebar select Build | Installed Packages
- Click on Configure next to the SuMo package name
- On the Application Configuration page, expand the Predict section
- Click the Analyse button next to Setup:
Once the In Progress spinner stops, the analysis is complete.
This can be re-run at any time as it will analyse and record the minimum and maximum lengths of time that the last 1,000 Closed Won opportunities were in each stage of their respective sales stages (the sales process).
Winning Way Set-up Recommendations
When setting up your Winning Way Behaviours templates, we recommend following the guidelines below. These guidelines explain which Objects' Behaviours are/are not recommended for use within Insight & Predict. Furthermore, we recommend introducing a naming convention, where every template carries the same name as the stage it is intended for. Should you have more than one sales process we suggest you also make this clear in your naming, for example: 'Prospecting - Enterprise Sales'. Lastly, it is a good idea to give your stages numbers in the description, such as 'Stage 3'.
Base Behaviours triggered on the following Objects could be considered:
- Opportunity Product
- Quotes (optional Salesforce Object)
- Orders (optional Salesforce Object)
- Any object related to Opportunity, including Look-up relationships - such as Account, Contract, User, Campaign - bearing in mind that the running user must have access to these Objects.
- Any custom Object related to the Opportunity, as long as a trigger can be set on the object (enabling the tracking of behaviours in real time) and the running user has access to the object.
- Salesforce non-triggerable objects; i.e: Opportunity Contact Role (OpportunityLineItem), Opportunity: Competitor, Account Team Member, Account Contact Role and Case Article are currently available.
Examples of 'undesirable' Base Behaviours that could also be included:
- Opportunity moved to the next Financial Year at a late stage (Deal slippage)
- Stage moved backwards
- Amount adjustment of more than 10% (late stage)
- Opportunity is in Pipeline at late Stage
- Opportunity created in Commit/Best Case
The following should not be included:
- Scheduled Behaviours based on the Metric object - The rewards for these are not linked to the specific opportunity record
- Aggregated Behaviours (count/sum) - Aggregated behaviours typically span multiple opportunities
- Base Behaviours relating to moving the Stage forward (this can only be achieved as you move on and, therefore, does not enhance the Prediction)
- Any Base Behaviours that should be carried out regardless of stage, i.e. regardless of when.
- Base Behaviours that are optional. For example, if the deal is not competitive then there will be no competitor added. If 'Add Competitor' was linked to a Winning Way Template, non-competitive deals would be penalised.
Base Behaviour settings for Insight & Predict
The Base Behaviour "Value" field can be used to indicate what value the Behaviour is likely to contribute to the successful completion or outcome of an Opportunity. For Insights, it is recommended that a High, Medium or Low Value is set for all Behaviours that are included in any Winning Way Step template.
Positive and negative ("Undesirable") Base Behaviours can each have High, Medium and Low Values, and the corresponding icons and bars in the Insights charts and tables will be shaded accordingly, e.g. a Positive Behaviour with High value is coloured dark green, an Undesirable Behaviour with Low value is shaded a faint red.
The "Undesirable" field can be checked on a Base Behaviour - usually on one with negative points - to indicate that it could reduce the likelihood of a speedy, successful outcome for the Opportunity. For example, close date is increased, or Opportunity Amount is decreased.
Completion of Undesirable Behaviours has a negative impact on the calculated Prediction score for the Opportunity.
In the Insights Behaviours table, positive Behaviours' icons are displayed as shades of green, Undesirable Behaviours are shades of red.
Multi-Stage Behaviour field
A Base Behaviour can now be configured so that it can be rewarded in multiple Sales Stages, i.e. the stage that it has been defined in as part of a Winning Way Step for Opportunity Insights, plus all previous stages. This means that if there is a Behaviour that users should complete in more than one Sales Stage as part of Opportunity Insights, administrators are no longer required to manually add this Behaviour to each applicable Winning Way Step.
The Multi-Stage Behaviour displays in the Stage it's defined in, as well as any previous stages. The screenshot shows the Behaviours table for "All Stages" with the Multi-Stage Behaviour under "Needs Analysis" - which is the Winning Way Step where the Multi-Stage Behaviour has been defined. It's also available to complete when the Opportunity is in the previous Stages, i.e. Prospecting and Qualification. It won't be available for any Stages that come after Needs Analysis.
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