Guided selling and AI-powered insights

In the following topic, learn how guided selling and AI-powered opportunity insights ensure that sales representatives take relevant actions at every step during the sales process.

Sales-qualified leads that become new opportunities are managed as cases that allow sales representatives to follow the sales process visually.

The sales opportunity case progresses through sales stages from the initial qualification to the closure of the deal.

Pega Sales Automation™ provides six standard stages when you create an application.

In the Qualification stage, you determine the time frame, budget, and identify stakeholders.

In the Analysis stage, you identify competition and sales teams.

In the Proposal stage, you develop the proposal.

In the Decision stage, you confirm the decision date and requested discounts.

In the Negotiation stage, you prepare the contract and hold weekly narratives.

In the Closed stage, you send a thank-you note and schedule a post-mortem.

The Pega Sales Automation application allows you to customize the standard stages and steps to match your organization's sales process.

Pega Sales Automation uses decisioning capabilities to provide predictive insights for opportunities.

To view the AI insights for the opportunity, expand the Utilities panel.

Likelihood to move to Next stage provides the likelihood of the opportunity moving from the current stage to the next stage.

Likelihood to close as won provides the probability of winning the opportunity.

Likelihood to close on time predicts the probability of closing the opportunity on time.

The AI insights are dynamic and respond to changes, such as stage changes and changes in customer activity or contact growth. Notice how the AI insights change once the opportunity moves forward in the sales process.

The application uses self-learning adaptive models to generate opportunity predictions.

The self-learning adaptive approach is based on core decision management capabilities and provides the flexibility to add and remove predictors as your needs change.

Click the Learn more to view the top three predictors affecting the overall likelihood. 

In addition to the AI insights, there is also the Win probability. The win probability is a static value that is based on the stage the opportunity is in.

To summarize, Pega Sales Automation provides configurable sales processes tailored to your customers and products.

The guidance, reinforced by AI at all stages of the sales process, drives the best outcomes for customers.