Overview
The Deal Outcome Model provides a daily updated estimate of the probability of whether a deal will have a WIN, LOSE, or SLIP outcome at the end of the current period. This probability is calculated based on various input features, including deal attributes, user input details, activity details, and other boost-up generated scores.
The Deal Outcome score can be configured to view in the following BoostUp features:
- Opportunities dashboard
- Deal and Forecast popups
- RevBI opportunity reports
Data Requirements
The Deal Outcome model needs a certain number of data in order to train
- At least one quarter of historical data
- At least 50 deals per quarter
- The model also works best for Quarterly (90+ day) sales cadences
Deal Outcome Model Inputs
The model uses various input data points to calculate these probabilities. These data points include:
- Deal Attributes: Information about the deal, such as deal amount, type, etc
- User Input Details: Information provided by the user, including the stage and forecast category
- Activity Details: Data related to activities, such as the number of meetings and emails.
- Boost-up Generated Scores: Scores like engagement risk score and account risk score.
Deal Outcome Model Predictions
The Deal Outcome Model provides probability estimates for three possible outcomes:
- WIN: The probability that the deal will be successful and result in a win.
- LOSE: The probability that the deal will be unsuccessful and result in a loss.
- SLIP: The probability that the deal will experience delays or setbacks.
These probability estimates are updated daily to reflect the most current information.
How to use the Deal Outcome Model
- Rep productivity - The Deal Outcome Model helps leaders separate the fluff from real deals and guide their reps in where to focus.
- Forecast Accuracy - Compare WIN deals to deals committed by your team to improve forecast accuracy.
- Pipeline hygiene - Deals highlighted as LOSE should not be focused on and therefore should not be tying up your pipeline. We recommend reviewing and closing out deals that are taking focus away.
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