Every sales rep works hard towards building a strong sales pipeline. By predicting which leads or deals will work and which ones won't, Zia prepares you for the best and the worst of your pipeline so that you can sell more and sell better.

Use Conversion Predictions by Zia

Zia makes use of machine learning technology to predict the probability of every lead's conversion and deal's closure. Based on the past data, Zia reads the correlation between the record's characteristics, your interactions with the prospect and gathers the respective outcome. Over a period of time, she gradually picks up these key attributes to predict the conversion probability in percentage between 0-100 (0% being highly unlikely and 100% being highly likely). You can be dynamic and decide your conversion strategy based on this probability.

For example, leads with a higher probability percentage could easily be handled by your sales reps with your regular sales process. However, leads with lesser chances of conversion, might require some extra effort from the sale rep, such as a frequent and personalized follow-up strategy or a marketing campaign with an exclusive offer. This way, Zia assists you in handling the leads and deals in a better way and work towards converting and closing them easily.

Enable Lead Prediction

For Zia's Lead conversion prediction to work, the following requirements must be fulfilled:

• A minimum of 300 converted leads.
• A minimum of 300 not qualified leads to understand the pattern of leads that do not convert in your business process.
• Active usage of the Leads module in the last 2 months. The more data Zia has, the better she gets at predicting.
• At least 30% of total leads must either be converted or marked as not qualified.

To enable Lead Prediction

1. Go to Setup > General > Zia.
2. Select Leads under the prediction tab and click Get Started.
   
3. Under the Map Lead Status section, select the lead status that you would like to mark as junk or not qualified. 
   Lead status from all the layouts that you have created will be displayed.
   
4. Click Save and Enable lead prediction.

Lead Status Mapping

Map the lead status as Junk or Not-qualified based on your requirement. This allows Zia to predict the likeliness of a lead getting converted by learning the pattern of conversion of your existing leads.

To map lead status

1. Go to Setup > Customization > Modules and Fields.
2. Click options against the Leads module and choose Lead Status Mapping.
   
3. Select the layout of your choice from the drop-down list.
4. Map the chosen lead status as Junk or Not contacted of your choice and click Save.
   

Lead status mapping at the time of Module Customization

To map lead status at the time of module customization

1. Go to Setup > Customization > Modules and Fields and choose Leads module.
2. Select the layout of your choice.
3. In the Lead Status field click More > Edit Properties.
   
4. Map the appropriate picklist options as Not contacted or Junk and click Done.
   

View Lead Conversion Prediction

Zia predicts the chances of a lead getting converted and you can view the percentage probability in the Leads' details page and Lead's List View page.

Leads details page

To view the lead prediction in your Leads' details page

1. Go to the Leads module.
2. In the Leads Home page, click open a record.
   You will be able to view the lead's conversion probability as a percentage next to the lead's business card details.
   

Leads list view page

To view the lead prediction in your Lead's List View page

1. Go to the Leads module.
2. In the Leads Home page, select the All Leads list view from the drop-down list.
   A column named Prediction will list all your leads' conversion probability.
   

Enable Deal prediction

For Zia's deal prediction to work, the following conditions must be fulfilled:

• A minimum of 1000 Deals must have been created and closed in the last 15 months.
• A minimum of 300 Closed Won Deals, and 300 Closed Lost Deals are needed.
• At least 20 Deals must have been closed in the last 30 days.

To enable deal prediction

1. Go to Setup > General > Zia.
2. Select Deals under the prediction tab and click Enable.
   

View Deal Closure Prediction

Zia predicts the chances of winning a deal and you can view the percentage probability in the Deal's details page and Deal's List View page.

Deals details page

To view the deal prediction in your Deals' Detail page

1. Go to the Deals module.
2. In the Deals Home page, click open a record.
   You will be able to view the deal's winning probability as a percentage next to the deal's business card details.

Deals' list view page

To view the deal prediction in your Deal's List View page

1. Go to the Deals module.
2. In the Deals Home page, select the All Deals list view from the drop-down list.
   A column named Prediction will list all your deals' winning probability.
   

Prediction view for deals

You can view all your deals in the Prediction view, where they are organized based on the deal prediction by Zia. By having you deals categorized based on their winning probability, you can clearly focus on the areas that need attention to build a strong pipeline.

To view deals in Prediction view

1. Go to the Deals module.
2. Click the Zia icon.
   
3. In the Prediction View, you can view the deals listed in three categories namely,
   • Likely to Win in 10 days
   • Likely to Win this month
   • Likely to Lose

   

   Additionally, the Kanban view of deals will also show you the prediction score of all your deals.