Leverage the power of predictive opportunity scoring to rank your opportunities according to their scores, helping you achieve better qualification rates for each potential lead.
What Exactly is Predictive Opportunity Scoring?
Predictive opportunity scoring in Microsoft Dynamics 365 Sales is an essential tool that creates scores for the opportunities in your pipeline. These scores enable you to prioritize opportunities by assessing their potential for conversion. The built-in model identifies key factors that play a crucial role in determining these scores, and as an administrator, you have the flexibility to view and modify these influential factors through customization.
More Information: Configure Predictive Opportunity Scoring
This scoring model assigns a rating between 0 and 100 for each opportunity, drawing insights from both the opportunity itself, and associated entities like contacts and accounts. For instance, if you have two opportunities, Opportunity A and Opportunity B, this model might assign a score of 75 to Opportunity A and 55 to Opportunity B. A glance at these scores reveals that Opportunity A is more likely to convert into a successful deal, prompting you to engage with it further. Additionally, you can investigate the reasons behind Opportunity B’s lower score by examining the top influencing factors, allowing you to identify strategies for improvement.
Opportunity Scoring in Views
The My Open Opportunities Scored system view becomes accessible when predictive opportunity scoring is activated within your organization. This view presents a list of opportunities featuring various parameters, such as opportunity score, opportunity grade, and opportunity score trend. By examining these parameters, you can effectively pinpoint and prioritize the opportunities that are most likely to convert into successful deals.
The screen shown below illustrates a standard view, complete with columns that facilitate the analysis and prioritization of these opportunities.
If you are not seeing the scores for your opportunities, visit Microsoft’s FAQ to learn more about the reason behind this.
The columns you will come across are as follows:
- Score: This indicates the probability of an opportunity turning into a successful deal, rated on a scale from 1 to 100. An opportunity with a score of 100 has the highest chance of actually winning.
Note: Please remember that the score is updated every 24 hours. As a result, it may take up to a full day for the application to reflect the score for any new opportunities. - Score Trend: Provides insights into how an opportunity is progressing. It indicates whether an opportunity is Improving (up arrow), Declining (down arrow), Steady (right arrow), or if there is Not Enough Info available. These trends are determined by comparing the current opportunity score with the previous one. For instance, if an opportunity’s score drops from 65 to 45, a down arrow will appear in the Opportunity Score Trend column, signaling that the opportunity is losing momentum and could benefit from your attention to enhance its score.
- Grade: A ranking system that indicates the quality of an opportunity based on its generated score. Opportunities with higher grades have a greater likelihood of resulting in successful deals. These grades are classified into four categories: A, B, C, and D, represented by green, purple, yellow, and red colors, respectively. Grade A (green) indicates the highest potential for conversion into a successful deal, followed by Grade B (purple), Grade C (yellow), and Grade D (red). The system administrator has the ability to set the score ranges for each grade according to the specific needs of the organization.
Opportunity Scoring Widget
In forms, the Opportunity Score Widget highlights the key positive and negative factors that affect the score. These insights are derived from the opportunity attributes as well as those from related entities. Understanding these factors can help you analyze the opportunity more effectively and work towards improving the score, ultimately boosting your chances of converting it into a successful deal. Below is an illustration of a standard Opportunity Score Widget.
The screen consists of two main sections: Basic Information and Top Reasons.
Basic Information
The details in this section outline the opportunity score, opportunity grade, and opportunity trend.
Top Reasons
Here are the key factors, both favorable and unfavorable, that influence the opportunity score. Consider these insights as you evaluate how to transform the opportunity into a successful deal.
Hovering your cursor over a reason reveals a tooltip that provides insight into why that reason is prominent. You can use this information to take appropriate actions aimed at enhancing the opportunity.
For instance, when examining the reason “Estimated revenue is higher than most successful opportunities,” the tooltip informs you that “15% of opportunities with estimated revenue above 19900 are closed as won.”
The Opportunity Score Widget highlights the top five positive and negative factors impacting the score. To explore the complete list of these factors, simply click on Details.
This will bring up the Opportunity Score Pane, where you will find a comprehensive overview of all score improvers (positives) and harmers (negatives), as well as a graph illustrating the trend of the opportunity score over time.
For more details on the opportunity score, navigate to the About tab. This section provides a clear understanding of what the opportunity score is and how it functions. In the What does it mean? section, you will find insights into how opportunity scores are categorized by your organization’s administrators. Additionally, the What impacts the score? section outlines the various attributes that influence opportunity scores within your organization.
Time Invested by Opportunities in the Business Process Flow Stage
It is vital to promptly advance opportunities through each stage of the business process flow to secure a deal successfully. If an opportunity remains stagnant in a particular stage for a longer time than other successfully closed opportunities, it might raise some red flags.
By examining the duration that closed opportunities spent at each stage, our predictive model offers valuable insights into the status of open opportunities. This analysis empowers sellers to take proactive steps with stalled opportunities and push them to the next phase.
Note: This insight is readily available if predictive scoring is activated; no extra setup is necessary.
The screenshot below demonstrates the reasoning and tooltip related to the time spent in stage insight:
Travis South – Marketing Specialist
Working with New Dynamic
New Dynamic is a Microsoft Solutions Partner focused on the Dynamics 365 Customer Engagement and Power Platforms. Our team of dedicated professionals strives to provide first-class experiences incorporating integrity, teamwork, and a relentless commitment to our client’s success.
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