Using machine learning, models created in Autonomous Data Warehouse Cloud can uncover opportunities that will tell us how likely we are to close a deal.

Scroll down to see machine learning in action

To gain all the insights we need, combining multiple data sources in one place for fast and easy analysis is key. Let’s start by loading all appropriate data that might help in our analysis.

Click Create button

Click Data Flow

First, let’s load our machine learning data model.

Select DT_Model
external file

Click the + symbol to add sales manager open opportunities data to the mix.

Click Add Data

Select Sales Manager—Open Opportunity Lines

Click the + symbol to save this new combined data set.

Click Save Data

The new combined data set has now been saved

As a sales manager, you need to keep a close eye on your team’s performance. Thanks to Oracle Cloud, you have everything you need to track the status! Let’s review the numbers on your sales manager cockpit.

Halfway through the year, quota attainment is looking good at 49%, but we want to focus on the current quarter to make sure.

Click Close Quarter Name

Select the current quarter to take a look

Click Current Quarter

Now that we’re focused on the current quarter, there’s a troubling discovery: we’re near quarter end, but quota attainment is still below 50%.

However, pipeline and forecast metrics look promising! So, what now?

With current quarter quota attainment below 50% but pipeline and forecast metrics looking promising, let’s review the forecast to help your team identify best potential deals to close quickly and improve current numbers.

Click Forecast Review tab

Here we see detailed insight by each sales rep from your team. Lisa Jones may be a prime candidate to push to close open deals, as she has the highest “open revenue”—but, by itself that’s no guaranteed indicator.

Let’s drill in to Lisa’s profile to learn more about her pipeline details and account statuses.

Click Lisa’s Open Revenue blue bar

With Lisa’s “Open Revenue” selected, now we can keep the selection to focus the visualization.

Click Keep Selected

Good news - looks like Lisa’s current deals are in later stages of the sales cycle.

Even better, machine learning algorithms predict these deals are likely to be won and closed.

This is exactly what we needed to take action towards a strong improvement in current quarter numbers. The conclusion: call Lisa to form a close plan for these deals and help her achieve her target.