{"id":23320,"date":"2020-04-14T14:50:33","date_gmt":"2020-04-14T14:50:33","guid":{"rendered":"https:\/\/www.inogic.com\/blog\/?p=23320"},"modified":"2020-04-14T14:50:33","modified_gmt":"2020-04-14T14:50:33","slug":"how-to-use-predictive-lead-and-opportunity-scoring-feature-of-dynamics-365-crm","status":"publish","type":"post","link":"https:\/\/www.inogic.com\/blog\/2020\/04\/how-to-use-predictive-lead-and-opportunity-scoring-feature-of-dynamics-365-crm\/","title":{"rendered":"How to use Predictive Lead and Opportunity Scoring feature of Dynamics 365 CRM"},"content":{"rendered":"

Introduction<\/strong><\/h2>\n

Predictive Lead and Opportunity Scoring is an advanced sales feature that provides intelligent insights on leads, opportunities and sales data that help sellers to take timely action to close deals and generate revenue. In this blog, you will get to learn about this advanced sales feature of Dynamics 365 CRM in depth.<\/p>\n

Enable Advanced Sales Insights Features<\/strong><\/h2>\n

The Advanced Sales Insights features are not available by default. You must enable these features by accepting the terms and conditions for your organization. To accept the terms and conditions, follow these steps:<\/p>\n

Step 1<\/u><\/strong>: Sign in to Dynamics 365 CRM Sales Hub<\/strong> app, go to Change area<\/strong> and select Sales Insights settings<\/strong>.<\/p>\n

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Step 2<\/u><\/strong>: On Sales Insights settings<\/strong>\u00a0page, select\u00a0Try Sales Insights<\/strong>\u00a0from the\u00a0Get advanced AI capabilities with Sales Insights<\/strong>\u00a0section.<\/p>\n

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Step 3<\/u><\/strong>: On the Sales Insights setup page, carefully read the terms and conditions, click on the checkbox, and then select\u00a0Continue<\/strong>.<\/p>\n

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The installation takes few minutes to complete and then the status appears in the status bar. After the installation is complete, you are ready to configure the advanced Sales Insights features.<\/p>\n

Predictive Lead\/Opportunity Scoring<\/strong><\/p>\n

It is a machine learning model-based based mechanism that gives scores to leads\/opportunity on a scale of 1 to 100 based on their likelihood to become an opportunity and convert them into possible deals. The score helps salesperson to prioritize leads and opportunity, achieve higher qualification rates and reduce the time it takes to qualify a lead or opportunity.<\/p>\n

Advantage:<\/strong><\/p>\n

    \n
  • Apart from the attributes of lead\/opportunity entity, it also considers attributes from related entities such as Contact and Account.<\/li>\n
  • Using the \u2018Predictive lead\/opportunity scoring\u2019 model, sales reps can prioritize their efforts on deals that have higher chances of being converted into deals.<\/li>\n<\/ul>\n

    Once we configure the Predictive lead\/opportunity scoring feature, application uses out-of-the-box fields related to leads to generate a model with a score. And by using this score user can achieve the following:<\/p>\n

      \n
    • Identify quality leads and convert them into opportunities and opportunities into wining deals.<\/li>\n
    • Spend time on lead\/opportunity that has a low score and convert them into possible opportunities\/deals.<\/li>\n<\/ul>\n

      Steps to generate a model: <\/strong><\/p>\n

      Step 1<\/u>: Go to\u00a0Change area<\/strong>\u00a0and select\u00a0Sales Insights settings<\/strong>.<\/p>\n

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      Step 2<\/u>: On the sitemap, select\u00a0Lead scoring<\/strong>\u00a0or Opportunity scoring<\/strong> under\u00a0Predictive models.<\/strong><\/p>\n[Alternatively, in the\u00a0Sales Insights settings<\/strong>\u00a0page, select\u00a0Set up<\/strong>\u00a0from the\u00a0Predictive lead scoring\/Predictive opportunity scoring<\/strong>\u00a0section to go to configuration page.]\n

      \"Predictive<\/p>\n

      To access all the features, we need to enable preview for the same as shown below:<\/p>\n

      \"Predictive<\/p>\n

      Predictive lead scoring<\/strong><\/p>\n

      The Predictive lead scoring configuration page is displayed.<\/p>\n

      (Follow same method for Predictive opportunity scoring).<\/em><\/p>\n

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      Note:<\/em><\/strong> You need at least 40 qualified and 40 disqualified leads to create a model.<\/em><\/p>\n

      Step 3<\/u>: Click on Get Started<\/strong> button to create a model and a pop-up dialog will appear asking to enable the preview<\/p>\n

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      Step 4<\/u>: After the model is generated, a confirmation notification displays the prediction accuracy score and top five fields that are influencing the score. Select Publish<\/strong> or View details<\/strong>.<\/p>\n

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      Publish<\/strong><\/p>\n

      If the score\u2019s accuracy is at an acceptable level as per your organization\u2019s standard, Publish<\/strong> the model.<\/p>\n

      View details<\/strong><\/p>\n

      If the score\u2019s accuracy is not at an acceptable level as per your organization\u2019s standard, select View details. <\/strong>Using the same, we can review the details of the model and can edit the fields to improve score\u2019s accuracy.<\/p>\n

      Step 5<\/u>: Publish the model.<\/p>\n

      Configuration Page<\/strong><\/h2>\n

      When a model is generated, the configuration page is displayed as shown in the following screenshot:<\/p>\n

      \"Predictive<\/p>\n

      Actions performed on model:<\/strong><\/p>\n

      1. Publish: <\/strong>It allows you to publish a model for your organization. It is visible only when you retrain or edit the model. Subsequently, \u2018Open Leads Scored\/Open Opportunity\u2019 system view is created and user can see lead\/opportunity score on forms.<\/p>\n

      2. Retrain Model<\/strong>: Used to regenerate model with updated information to improve predictive accuracy score. This option is available only for standard model creation.<\/p>\n

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      3. Revert Version<\/strong>: It allows us to return the model to the previous version when the retrained model is not satisfactory or not at an acceptable level. This option is available only when we retrain model.<\/p>\n

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      4. Edit Fields<\/strong>: This Button allows you to update or add the fields that affect the prediction accuracy score. This option is available only when the preview is enabled. To Edit fields<\/strong> follow the steps given below:<\/p>\n

      Step 1<\/u>: Click on \u2018Edit fields<\/strong>\u2019 button of Configuration page.<\/p>\n

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      Step 2<\/u>:\u00a0 On the \u2018Edit model<\/strong>\u2019 page, we can select custom attribute from Primary entity<\/strong> and Related entities<\/strong>.<\/p>\n

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      Version details:<\/strong><\/p>\n

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      1. Version trained on<\/strong>: This parameter displays a date that lets us know when the model was last trained.<\/p>\n

      2. Status<\/strong>: This parameter lets us know the status of the model.<\/p>\n

      3. Attribution used<\/strong>: This parameter displays the number of attributes (fields) used from the available list to generate the prediction accuracy score for the model. \u2018Retrain with recommended fields\u2019 <\/strong>option is used to retrain the model with standard (out-of-the-box) attributes if the outcome of the trained model is not satisfactory.<\/p>\n

      4. Prediction accuracy<\/strong>: This parameter displays the percentage of the model\u2019s accuracy in predicting the leads that could convert into opportunities.<\/p>\n

      5. Most influential fields<\/strong>: This parameter displays the top five attributes (fields) that affects outcome of \u00a0prediction accuracy score the most.<\/p>\n

      Lead score grading<\/strong>:<\/p>\n

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      Grading<\/strong>:<\/p>\n