Sales manager coaching actions

When each week starts, sales managers receive notifications from the sales coach. Sales managers can then perform the following actions:

1. Click the recommendation notification. The Home page opens, displaying new coaching recommendations. Coaching recommendations display on the Suggested tab in the Coaching plan widget.
2. Filter the recommendations by the sales representative and identify the coaching recommendations to pursue.
3. Click the Coach button for each recommendation and create a coaching plan.

   The Recommendation dialog box contains details about the Recommended Value and Current Value for the selected category for the sales representative.

4. Select the next touchpoint by choosing a Follow-up date.
5. Click Submit.

   The recommendation status becomes Active and a notification is sent to the sales representative indicating that a coaching plan has been assigned.

Sales representative coaching actions

Sales representatives receive notifications from the sales coach indicating that a coaching plan has been assigned to them. Sales representatives can then perform the following actions:

1. Click the notification to open the Coaching Plan on the Home page.
2. Communicate with the sales manager by using the Pulse feed available on the Home page.
3. Provide progress updates by using the Pulse feed available on the Home page.

Only the sales manager and the sales representative can see these Pulse communications—they are not visible to anyone else in the organization.

Sales coach bot coaching actions

On the day that sales representatives follow up on their coaching plans, the sales coach bot posts a comment in the Pulse feed of the coaching recommendation explaining the sales representative's progress. The post contains details about the degree of improvement made by the sales representative. Sales managers can then decide whether to follow up with the sales representative, complete the plan, or cancel the plan.

If needed, you can add or remove predictors.

Historical data

The key predictors are configured in the adaptive model rule based on the analysis of data from real production environments. After the training period, the adaptive model activates or deactivates predictors. Production data is also used to create weekly snapshots for sales representatives during their first 18 months in the organization. The system uses data from the Human Resources systems to improve the accuracy of the predictors.

The Pega Sales Automation application has the following predictors in the adaptive model:

Predictors	Human Resources predictors
Pipeline current (a number of the opportunities in a stage)	Number of days after joining
Delta between two snapshots (a difference between the current and the previous snapshot)	Experience in years
Territory	Educational qualification
Customer Interactions created	Business card title
Face-to-face (F2F) meetings	Job title
Other meetings	Source of hiring: referred, sourced, agency, direct, applied
Contacts added by sales representative	Sub-source for referrals: referred by, referral functional area
Inbound emails	Previous company details: company name, size, revenue
Outbound emails	Predictive indices, for example: A, B, C, D, PI, A minus B.
Number of leads	HR ratings: green, blue, yellow
Leads converted to opportunities	Other information, for example, number of days for onboarding, completed courses, grades.
Manager

Adaptive learning

An agent runs daily and executes a data flow that calls a decision strategy. A decision strategy contains the effectiveness adaptive model for all of the sales representatives who have not completed their first 18 months of employment to capture the data that is required by the models. The decision strategy uses the standard Delayed Learning cache. When a sales representative reaches 18 months of employment, the application triggers a response strategy from a data flow to retrieve the data for relevant decisions and to train the applicable model.

You can configure the outcomes in the adaptive model. After a sales representative completes the 18-month probation period and achieves the target you specified, the system sets the outcome to Achieved. If the sales representative fails to achieve the specified target, or the employment contract is terminated before the 18-month probation period ends, the system sends failed and terminated outcomes to the models.

Coaching actions are evaluated in the SalesManagerCoachingActions strategy, which calls the CoachingActionsPredictor sub-strategy. The SalesManagerCoachingActions strategy runs through each predictor with the representative's propensity and maximum propensity for predictor, then suggests actions based on that information.