The starting point for the development of our Win Probability Predictor model was to leverage an existing, third-party artificial intelligence tool we connected to Accenture’s customer relationship management system, Manage mySales. The tool was configured to generate a win probability predictor algorithm. The initial version was configured for Accenture’s business process outsourcing and infrastructure outsourcing businesses. We expanded that to Accenture globally.
Teams from Accenture’s Sales and Pricing Excellence, Manage mySales and CIO Applied Intelligence collaborated to train and improve the Win Probability Predictor model by giving sales teams transparency on how to alter opportunities to win, and by providing real-time scoring capabilities to sales teams as they work. Drawing on five years of sales history, the AI model exposes positive and negative drivers of predicted win probabilities and shows sales teams which deals to continue to pursue and which to stop.
What this means is that an AI model can provide automatic and precise scoring of potential sales opportunities. It also provides the key drivers attributing to a score and explains the scoring. This is presented to sales teams in a way that is easy to read and digest. Sales teams can use this information to decide how best to proceed.