Use historical data to score the current opportunities and enable the sales organization to work more efficiently.
A sales organization does not have an infinite capacity, which is why it is important to be able to focus on the right things. Using predictive models, probability analyses can be performed for the opportunities within a CRM System. A probability can be calculated based on historical and actual opportunity data in combination with various characteristics. The sales organization can utilize this probability score to make its sales focus more precise and achieve more wins.