As companies embark on the predictive journey, the first question most ask is “how can I tell if my model is really working as it should?” In order for your sales reps to trust predictive scores and invest the proper amount of time into the leads you send them, it’s critical to demonstrate the accuracy, efficacy and performance of your model.
Over the years we’ve had the opportunity to work with amazing companies like Tableau, Concur and Box that are part of the movement shaping the future of predictive for sales and marketing. This playbook highlights best practices members of the Infer community have used to evaluate their models.
Inside you’ll learn how to:
- Understand and compare your conversion rates across lead buckets
- Calculate multipliers to see how much better buckets perform vs. average
- Use this simple worksheet to analyze your company’s predictive model
This is a predictive playbook we often recommend when companies are just embarking on their predictive journey and want to easily understand if their model is performing as it should. We also have other playbooks for sales prioritization, filtering, net-new leads, nurture, executive dashboards, and campaigns. If you’d like to learn more, contact us and we’d be happy to connect.