Revenue Intelligence: Deal Oversight

What is Deal Oversight?

Deal Oversight allows sales leaders to see which deals are at risk and need intervention. It also enables the discovery of coaching moments derived from conversations leading to deal changes.

Deal Oversight has two core parts: the Opportunity list page and the Opportunity Details Page.

The Opportunities List page contains a filterable list of all Opportunities containing high-level details and deals win probabilities. 

The Opportunities Details page contains in-depth details of a specific opportunity selected from the opportunity list page (or selected from Forecasts).

The enablement of Enhanced Analytics is necessary for the functionality of Deal Oversight.

The AI Score

The AI Score is based on numerous key data points such as amount, forecast category, communication frequency, conversation patterns, and opportunity changes over time and is re-calculated daily for every opportunity. The AI model re-trains itself based on deal patterns and outcomes specific to your organization to become even more accurate over time.

The Opportunities List page

The Opportunities list makes it easy for Sales Leaders to identify deals at risk in real-time based on a daily AI Score that calculates the probability of each deal closing within the next 30 days. This enables Sales leaders, coaches, and supervisors to identify deals in progress that may be at risk so that they can provide coaching to reps specific to opportunities in progress and focus their time on the most important and valuable opportunities. The Opportunities list is automatically populated based on opportunities entered within Salesforce.  Opp_lists.png

Opportunity Details page

Sales leaders can drill into individual opportunities to see summary stats, the progression of the opportunity over time, gain insights into the types of communications, and view conversations related to the opportunity. Each Opportunity contains an Activity timeline so that Sales Leaders can see opportunity changes (status, amount, and close date) in-line with the communications that occurred at the same time so that it is easy to find and coach on conversations resulting in those changes.

By extracting Salesforce Opportunity data and combining it with Conversation AI data specific to conversations held regarding each opportunity, sales leaders can gain a level of insight unavailable through salesforce.

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AI Score vs Salesforce Probability

The AI Score vs Salesforce Probability charts the changes of an Opportunities' Salesforce Probability score over time, compared to Revenue.io's AI Score. The Salescofrece Probability score is extracted from each opportunity's Probability field within the Salesforce Opportunity Object. 

The AI Score is only from the day after Enhanced Analytics is enabled. 

Opportunity Amount Over Time

The Opportunity Amount Over time shows the ending opportunity amount for each week. Hovering over each data point within the graph shows 3 dollar amounts.

The Minimum amount, which is the smallest value the amount field had during the course of that week.

The Maximum amount shows the greatest value recorded within the amount field within that week. The ending amount shows the amount recorded at the end of that week.

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Communication Over Time

The communication over time module shows communications that occurred within an opportunity as shown within the Salesforce Oppoortutntiy Activity feed. This provides an overview of all the communications and types of communication that have occurred for each opportunity.

Keyword Groups (Top 5 and Over Time)

This model shows the top 5 keyword groups mentioned in conversations that were explicitly tied to an opportunity stage. If a conversation was not tied to the opportunity stage within Salesforce, then keywords will appear within an (empty) column.

Contact Interaction Details

Lists contacts tied to an opportunity, the most recent contact date, and the number of times each contact was interacted with by communication channel.

Additional Details

The Additional Details module shows additional details extracted from each opportunity, as defined within the Admin Console> Account Details > Salesforce > Opportutntiy fields

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Activity Timeline

The activity timeline currently shows all ringDNA dialer calls and all zoom and teams meetings that have been ingested into CAI. The timeline also shows daily changes to the opportunity’s amount, close date, and stage.  

Sales Managers and Coaches can now easily find conversations that resulted in changes to opportunity stages, amounts, and close dates. As conversations resulting in Opportunity changes have significant coaching opportunities, this not only helps ensure opportunities progress as expected, but also highlights impactful coaching opportunities based on conversations that impacted a deal.

How are SMS, calls, and meetings associated with opportunities?

If the task or event for the conversation is directly linked to an opportunity in Salesforce, it will be associated in CAI. Note that linking a task or event with an opportunity in Salesforce will take up to 24 hours to be viewed in the application.

If the task or event is associated with a contact who is an opportunity contact role for the opportunity, it will be associated in CAI

If the task or event is associated with an account or contact in an account and the account has an opportunity open at the time of the conversations, it will be associated in CAI. That means a single conversation can be visible in multiple opportunity timelines. 

The exception to the rule: If a task or event is explicitly linked to an opportunity in salesforce, it will not be associated with another opportunity in CAI.

How are emails associated with opportunities?

Emails are only associated with opportunities if they are explicitly linked to the opportunity.

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