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Home » Sales App: Opportunity Predictive Scoring

Sales App: Opportunity Predictive Scoring

Overview

Opportunity predictive scoring uses a predictive machine learning model to calculate a score for open opportunities. This model assigns a score between 0 and 100 for opportunities based on the signals from opportunities and related entities such as contact and account. Using these scores, you can identify and prioritize opportunities that have more chances of converting into wins. The score will be calculated shortly after saving or importing a new lead.

*Note that Predictive Opportunity Scoring is an Advanced Sales Insights feature.

In Dynamics 365

Once enabled predictive lead scoring will be visible on the My Open Opportunities Scored system view. The view displays your list of opportunities including opportunity score, grade and scoring trend.

  1. Score shows the likelihood, on a scale of 1 to 100, that the lead will convert to a deal. Scores are refreshed after every 24 hours.
  2. Score Trend shows the direction in which an opportunity is trending. Trends are calculated by comparing the current opportunity score with the previous score.
  3. Grade ranks leads based on the generated score. System administrators can define lead score ranges for a grade, depending on your organizational requirements.

In forms, the Opportunity score widget (below) displays the top positive and negative reasons that influence the score:

  1. This section displays information such as opportunity score, grade and trend.
  2. This section displays the reasons, both positive and negative, that affect the opportunity score. (The Opportunity score widget displays only the top five positive and negative reasons. To view all the positive and negative reasons that are affecting the opportunity score, select details)
Scoring Models

A scoring model defines the criteria for choosing opportunities for training and scoring. If your organization follows different sales practices across different regions or business units, you can create models and unique training sets for each of them. You can create up to 10 models, both published and unpublished, for different sets of opportunities. The Sales app warns you if you try to create a model that might score the same opportunities as an existing model.

License and Prerequisites
LicenseDynamics 365 Sales Premium or Dynamics 365 Sales Enterprise
  • Advanced Sales Insights features must be enabled. You then need to use the standard opportunity entity.
  • You need to have enough opportunities to train the model based on past data. The more opportunities you can include to train the model, the better the prediction results will be.