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Abstract

A sales system includes workflows defined for a sales opportunity with one or more stages in each of the workflows. Among the workflows, workflows for budget, interest, time, and human notions of deal progress may provide a dimensional view of deal progress and intervention strategy. The sales system determines recommended actions to progress the sales opportunity in response to a state of the sales opportunity in the one or more stages. The sales system further determines a deal score, probability of success, or value based on progress within the workflows and system variables. The behaviour of the recommendation system is determined by configured rules that specify how to simulate scenarios, as in a Markov decision process setting. An artificial intelligence component infers the optimal action recommendations from the simulation. A sales representative may track their progress in closing their deal through a deal score, as in a game.

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First Claim