Feature:

This feature allows the Super Admin User to set scoring model for opportunities of the Company.

Who will be using this?

This feature will be used by the Super Admin.

Benefits:

This will help the Users to set the priority of Opportunity based on scoring set by the Company Admin. The scoring can be set based on opportunity data, contact(s) associated, User owing the Opportunity and historical data of Opportunities in the Company.

Process:

Only for Super Admins, in Setup > Scoring there will be menu item of Opportunity. This will exist only if there exist an active record in Opportunity type i.e. the company has at least one Opportunity type.

 

On click of “Opportunities”, it will open the page where the Super Admin can create rules and models for Opportunity scoring.

 

In “Scoring rule” tab on click of “Add” (+ button), User will be creating new rule.

There will be 4 Rule Types

Opportunity data (fa-cubes) – In this rule type User can create a scoring rule based on opportunity data by selecting an Opportunity type and then field from it and setting the rule.

This will populate all the Opportunity types in the first drop down.

Note: If there is only single Opportunity type in the company then it will be default selected and disabled.

On selecting the Opportunity type, the “Opportunity field” drop will populate all the fields of the Opportunity types (excluding HTML, document, image types) i.e. static as well as custom. The “Match the following” condition fields will be populated based on the data type of the field selected of the Opportunity just like contact record.

 

Contact Associated (fa-user) – In this rule type User can create scoring rule based on the number of the contacts associated or the contact(s) average score.

The “Associated Contact condition” drop-down will have 2 values populated –
Associated Contact(s) Count – When this condition is selected User can enter an NUMBER value and set condition to “equal to”, “greater than”, “less than”, “between” or “not in between” as number field is treated. This will check with the count of associated contacts for that opportunity record.

Associated Contact(s) Score – When this condition is selected User can enter an NUMBER value and set condition to “equal to”, “greater than”, “less than”, “between” or “not in between” as number field is treated. This will check for the average score of all the contacts associated with the opportunity.

Owner performance (fa-user-md) – In this rule type User can create scoring rule based on the performance (i.e. Closed-Won or Closed-Lost) of the User who is the Owner of the Opportunity.

The “Owner Performance condition” drop down will have 2 values populated –
Closed-Won Count – When this condition is selected User can enter an NUMBER value and set condition to “equal to”, “greater than”, “less than”, “between” or “not in between” as number field is treated. This will check with the count of “Closed-Won” overall opportunities for the Owner of the current Opportunity.

Closed-Lost Count – When this condition is selected User can enter an NUMBER value and set condition to “equal to”, “greater than”, “less than”, “between” or “not in between” as number field is treated. This will check with the count of “Closed-Won” overall opportunities for the Owner of the current Opportunity.

Historical (fa-list-ul) – In this rule type User can create scoring rule based previous Closed-Won / Closed-Lost opportunities and their field values. e.g. Score for Opportunity with “Market” as “HealthCare” having Closed-Won count greater than 10 as 100 points.

This will populate all the Opportunity types in the first drop down.
Note: If there is only single Opportunity type in the company then it will be default selected and disabled.

On selecting the Opportunity type, the “Opportunity field” drop will populate all the fields of the Opportunity types (excluding HTML, document, image types) i.e. static as well as custom. The “Match the following” condition fields will be populated based on the data type of the field selected of the Opportunity just like contact record.

There will be Performance field with two drop down values of “Closed-Won count” and “Closed-Lost count”. When this condition is selected User can enter an NUMBER value and set condition to “equal to”, “greater than”, “less than”, “between” or “not in between” as number field is treated.

The “Scoring Models”, “Score Depreciation” and “Triggers” page will work as it does for contact.

 

Wherever Opportunity grid is displayed it will show the score and status of the Opportunity.

The details of scoring are displayed in the “Opportunity report” page.