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Deal Health - A Calculus Feature

An overview of the Calculus feature - Deal Health
S
Shreya Kulkarni
24 May, 2024 - Updated 5 days ago
Table of Contents

Introduction

Vtiger’s Deal Health feature is a predictive metric framework that can be used to manage your deals. It is a scoring system based on multiple deal prospects that empower sales reps, managers, and operations to take control of the sales pipeline and increase sales. 

Role of Deal Health in Sales

Deal health plays a significant role in Deal Management. Monitoring deal health helps you:

  • To closely engage and find the causes for business outcomes.
  • To understand the deal flow and focus on potential customers.
  • Bring higher revenue by making incremental improvements every day.
  • Keenly monitor pipelines leading to higher conversion rates.

Deal Health In Vtiger CRM

Deal Health is a part of  Vtiger CRM’s Calculus AI features. To learn about Calculus AI in Vtiger CRM, click here. The Deal Health section is available on the top right part of the screen.​​​​​​

Deal Health is a score from 0-100 indicative of the performance of a deal and a deal's chance of closing based on the closure patterns of previous deals. Vtiger Deal Health is a numeric result based on Engagement, Sentiment, Fit Score, and Deal scores with Calculus AI-based real-time deal analysis.

To access the Deal Health feature in Vtiger CRM, you must first install Calculus AI from the Add-ons Extension store. Once installed, you will get Calculus-enabled results in Deal Health. 

Calculus AI analyzes conversations between customers and sales agents that occur via various channels like emails, phone calls, email campaigns, chats, meetings, etc. Based on data from these sources, Calculus AI can predict the Deal Score, Engagement Score, and Predicted Closed Date. Calculus AI can also analyze the sentiment of the conversation in emails and predict if it is Positive, Neutral, or Negative. This data helps in predicting the Sentiment Score.

Vtiger CRM Deal Health is a scoreboard that is displayed for every deal in the CRM. It is symbolic of the performance and the probability of closing a deal. Its resultant scores are based on the analysis of various Calculus factors.

Let us now understand the different parts of the Deal Health section. 

Note: The Deal Health feature is available only for the Deals module.


Deal Health displays the Deal Score, Predicted Close Date, Engagement Score, Sentiment Score, and Conversation Insights. Let us look at these in detail.

Deal Score
Deal Score tells you the probability of achieving the deal and is a measure between 0 and 100. This data is procured by Calculus AI and is based on historical deals and the activities on the particular deal. Deal Score is based on the following:

  1. Engagement Score
  2. Sentiment score
  3. Conversation Timeline in Conversation Insights

The above factors are again based on touchpoints linked to the deal and the deal contact.

Note: You can view all the Touchpoints by clicking Filters on the deal record.

 
 

Clicking the arrow displays the previous three Deal Scores, as shown above, allowing you to enhance the scores if required comparatively.​​​​​​

Note: Deal Scores get updated once every 24 hours.

 

Clicking the information symbol highlights the particular deal's positive and negative aspects to understand the deal's pros and cons and accordingly work towards enhancing the scores if required.

Predicted Close Date
The Predicted Close Date is the expected closing date displayed when the project is likely to end. This date is procured by the Calculus AI engine based on the velocity of the particular deal and the historical deals.

Deal Score
Deal Score is the time spent across all deal stages till the current deal stage versus the time spent historically for every deal stage.

Note: Deal Stages of the deal can be viewed and changed under Change Status on the deal record as shown below.

 

Engagement Score
The Engagement Score is a quantifiable value that lets you know the level of interaction of customers. This value is based on the following factors:

  • Number of Touchpoints By Channel in the current sales stage versus the overall Touchpoints.
  • Emails open and Email clicks versus the historical pattern (including Email Campaigns).
  • The number of Documents open, Document shares, and Document downloads versus the historical pattern such as:
    • Phone calls inbound, Phone calls outbound versus the historical pattern
    • Resolved cases and Unresolved cases
    • Meetings Held versus the historical pattern
    • Chats count​​​​​​

Sentiment Score 

Sentiment Score is a qualitative metric text evaluation based on customers' positive and negative feedback. This value is based on the following factors:

  • Average of last ten engagement sentiments - Email (automated) + Phone call (manual) + Meeting (manual)
  • Email sentiment is derived from text sentiment and not deal sentiment. Users can train the system by changing the sentiment assigned
  • Touchpoints

Next Actions


The Next Actions section on the Summary View of a Deal record displays a default list of other actions you can perform to improve the Deal Score.

Feature Availability​​​​​​

One Pilot

One Professional

One Enterprise

Feature Availability

Deal Health

-

 

Benefits

The following are the benefits of Deal Health:

  • Enhanced Sales Pipeline Management - Deal Health allows sales managers and representatives to understand the status of each deal in the pipeline.
  • Sales Performance Analysis - The Deal Health feature in Vtiger CRM provides valuable insights into the overall sales performance of individuals or teams.
  • Improved Forecasting: By analyzing the health of deals, Vtiger CRM can generate more accurate sales forecasts.

In this article, you will learn:

  • Accessing Deal Health Feature
  • Understanding Deal Health Feature
 

Key Terminology

Key Term

Definition

Sentiment

Display of emotion in the form of emojis during the phase of a Deal.

Engagement Score

The Engagement Score is a quantifiable value that lets you know the level of interaction of customers.

Sentiment Score

Sentiment Score is a qualitative metric text evaluation based on customers' positive and negative feedback.

Deal Score

Deal Score is the time spent across all deal stages till the current deal stage versus the time spent historically for every deal stage.

Predicted Close Date

Calculus AI suggests a closure date for the closure of a Deal.

Accessing the Deal Health Feature

The Deal Health feature is only available after you install the Calculus extension from the Extension store. You can install the Calculus feature by installing it from the Add-ons Extension store.
Follow these steps to access the Deal Health feature in Vtiger CRM:

  1. Log in to the CRM.
  2. Click the Main Menu.
 
  1. Click Sales.
  2. Look for Pipeline Management.
  3. Click Deals.
 
  1. Click any Deal Record.

​​​​The Deal Health section is available on the top right part of the screen, as shown above. This section displays the Deal Score, Predicted Closed Date, Engagement Score, and Sentiment Score.

​​​​
The Calculus Deal Score Factor
Let us understand the factors that Calculus considers to decide the Deal Score:​​​​

  1. All Touchpoints linked to the deal and the deal contacts
  2. Engagement Score across channels (Historical data is always on closed won/lost deals.)
  3. Deal velocity score
  4. Fit Score. Fit Score is computed based on a relative scale to the best industry, size, and region derived from historical data.
  5. Authority Score. The authority score is based on the number of Influencers, decision-makers, and other contact roles involved and is derived from historical data.
  6. Tasks Completed Score derived from historical data
  7. Sentiment score



You can view Deal Score factors from the Detailed View of the Deal record.

Follow these steps to view Deal Score factors:
  1. Click the Details icon on the right corner of the screen to go to the Detailed View of the Deal record.
  2. Click the Expand button to view the expanded version of the same, as shown above.
  3. Select the Calculus section to display the Deal Score factors calculated by Calculus.  
  4. You can now view all the Calculus Deal Score factors for the deal record.

Reference

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