You can adjust the ranks and their respective score criteria so that the Predictive Insights scores reflect different priorities for the accounts in a model, for your sales team to focus on.
You must have a trained Predictive Insights model to adjust the ranks and scores in Account prioritization.
To adjust the ranks and prioritize the accounts:
- In Predictive Insights > Predictive Insights Models, select a model in Ready status.
- In the right-hand information panel, in the Account prioritization tab, select View details and adjust. This displays a breakdown of current ranks and their threshold values, from A to E, and how many existing customers and prospect accounts fall under each.
- Adjust the thresholds for each rank so that it reflects the account segmentation you want for your sales team. For example, if you set Rank A to 90 to 100, then Rank A would represent the top 10% of accounts.
- Do the same for all ranks, except E which always represents zero.
- Select Confirm to save the changes and return to the Predictive Insights screen.
