Win More Deals With Aviso’s AI WinScores
Jan 30, 2025
Sales representatives play a critical role in driving revenue and growth for their companies. However, the path to success is often riddled with obstacles. They have to keep up with the ever-changing business landscape and continuously be able to create value for their clients. Sales teams are under immense pressure to meet quotas, prioritize opportunities, and allocate resources effectively.
One of the toughest challenges for sales reps is the unpredictable nature of deal closures. Predicting which deals will close can be as random as rolling a dice. Enterprise sales reps can find themselves investing days or even months chasing a lead based on a hunch that ultimately goes nowhere.
Spending valuable time and resources on what turns out to be a dead-end can drain a sales rep's motivation and energy. Non-responsive leads can also lead to missed opportunities for other high-potential deals. Imagine focusing on a prospect that never planned to buy while another deal that just needed a little nudge is neglected. The inability to distinguish between these situations quickly can prove costly.
Reps need data and analytics to support their hunches and make better decisions. Aviso's AI-powered revenue intelligence platform provides an AI-based predictive score called WinScore that enhances a salesperson's intuition or "gut feeling" about a deal by providing data-driven insights and predictive analytics. This essentially allows them to make more informed decisions based on objective data rather than solely relying on their gut instinct.
With Aviso’s AI WinScores, sales teams can accurately identify which deals are most likely to close and focus their efforts accordingly, resulting in improved forecasting and higher win rates.
What is Aviso’s WinScore?
At its core, WinScore is a predictive metric that gauges the likelihood of a sales deal closing successfully. This score is derived by analyzing vast amounts of data from various sources, including CRM systems, past deal performance, buyer and seller behavioral patterns, sales activity data, and even external market conditions. The result is a single, easy-to-interpret score that helps sales representatives and leaders make smarter decisions.
Unlike traditional scoring models that rely heavily on subjective inputs, Aviso’s WinScore uses AI to eliminate guesswork. It delivers predictive insights backed by data science, empowering sales teams to focus on the right opportunities at the right time. By leveraging advanced machine learning algorithms, Aviso’s WinScore offers a clear, actionable, and reliable way for revenue teams to forecast outcomes, mitigate risks, and close more deals faster.
The AI Advantage: How Aviso’s WinScore Works
Data Aggregation: Aviso goes beyond standard CRM fields to consider multiple data sources like call recordings, email interactions, and meeting notes, providing a more holistic view of deal progress. WinScore seamlessly integrates with popular CRM platforms like Salesforce, HubSpot, and Microsoft Dynamics, ensuring smooth data flow.
AI-Powered Analytics: The collected data is then processed using machine learning algorithms. These algorithms identify patterns and correlations that would be impossible for a human to detect, such as buyer engagement trends, competitive dynamics, and historical win rates.
Dynamic Scoring: Unlike static scoring methods, WinScore is dynamic. It updates in real-time as new data becomes available, reflecting changes in deal momentum, buyer sentiment, and market conditions. This ensures that the score is always relevant and actionable.
Contextual Insights: WinScore doesn’t just provide a number; it offers context with WinScore Explanations, allowing sales teams to understand the factors contributing to a deal's likelihood of closing and take targeted actions to improve their chances. For instance, it highlights why a deal has a high or low score and suggests the next best actions to improve the likelihood of success.
The Science Behind Aviso’s WinScore and its Role in AI Forecasting
Aviso AI WinScores lie at the heart of our advanced forecasting capabilities, empowering revenue teams with data-driven accuracy. These scores are the foundation of Aviso’s bottom-up sales forecasting method, which evaluates every deal’s contribution to the overall forecast. Unlike traditional methods relying solely on subjective inputs, Aviso leverages AI-powered insights to create a precise and realistic sales outlook.
The process begins with sales reps’ projections, which reflect their on-the-ground understanding of deal progress. Aviso’s AI WinScores complement these projections by offering unparalleled visibility into deal health. Winning deals, with their higher probabilities, weigh heavily in the forecast, while non-winning deals make a proportionately smaller impact. This stratification results in forecasts that aren’t just optimistic guesses but statistically sound predictions.
This graph shows how likely deals are to be won (AVISO AI Win Score, 0-100%) and how many winning (blue) and non-winning (red) deals fall into each score range. Higher scores mean a higher predicted chance of winning the deal.
What makes WinScore so powerful? It identifies the likelihood of deal success with remarkable clarity. Deals with less than a 20% WinScore are typically non-winning, providing an early warning system for deals at risk. Conversely, winning deals show strong signals as early as Week 4 in the quarter, with WinScores often reaching 70-80%. This early differentiation enables teams to focus resources on high-probability opportunities and recalibrate strategies for deals that need attention.
Aviso’s Data-Driven Forecast with WinScores: Outperforming Sales Rep Guesswork
When it comes to predicting deal outcomes, relying solely on a sales rep’s intuition often leads to inconsistency. A rep may correctly predict some deals but overestimate others while also undervaluing opportunities that could have been won with proper nurturing.
The Problem with Guesswork
Sales reps typically face four potential scenarios when forecasting deals:
They predict wins correctly (True Positives).
They incorrectly predict wins that don’t materialize (False Positives).
They correctly identify deals that won’t close (True Negatives).
They overlook deals that eventually close (False Negatives).
While True Positives and True Negatives represent accurate predictions, False Positives and False Negatives lead to missed opportunities and inefficiencies. For example:
False Positives waste valuable time and resources chasing deals unlikely to close.
False Negatives neglect deals that could have been won if nurtured properly.
Simplifying AI Metrics for Sales Reps: How Aviso’s WinScores Outperform Intuition
Imagine you're a sales rep tracking 10 deals in a quarter. You predict that 7 of them will close (wins) and 3 will not (losses). Now let’s break down Accuracy, Precision, and Recall —and how they make your sales predictions smarter and more reliable.
1. Accuracy: Are My Predictions Correct?
Accuracy is like a report card for predictions. It shows how often the AI correctly predicts whether a deal will be won or lost.
Example: Let’s say, out of the 10 deals, you predicted 7 wins and 3 losses. If 6 of the 7 wins are actually close, and 2 of the 3 losses are correct, your accuracy is 8/10 correct predictions.
Why it matters: We analyze the ‘accuracy metric’ to determine the number of times we were correct overall, predicting the chances of winning or not winning a deal.
Aviso advantage: Aviso AI WinScore predictions are 20% more accurate than what sales reps typically estimate.
2. Precision: How Sure Am I About Winning This Deal?
Precision focuses on the quality of “win” predictions. It is a measure of the correctness of a positive prediction or how often your “win” guesses are correct.
Example: Out of the 7 deals you predicted as wins, 5 of them actually closed, and 2 did not. 5 correct wins out of 7 predicted wins make Precision around 71%.
Remember: A highly precise prediction ensures you focus on deals with a real chance of closing instead of wasting time on long shots.
Aviso advantage: Aviso AI WinScore is 32% more precise than human projections, so you’re less likely to chase false positives.
3. Recall: Am I Finding All the Deals That Will Close?
Recall tells you how many of the actual wins are predicted correctly out of all the possible wins.
Example: Let’s say you actually had 8 deals that closed. Out of those 8, you predicted 5 as wins, so recall is around 62.5%.
What it means for you: Recall shows how good you are at spotting every deal that could close. A higher recall means you're not missing potential wins in your pipeline.
Aviso advantage: After just four weeks into the quarter, Aviso AI WinScore helps reps identify 71% of the deals they’ll win, giving you a huge head start.
Closing Deals With Confidence
Accurate deal-level forecasting is an essential task for sales reps, but it's often difficult to predict the outcome of a deal in advance without some intelligent system in place. Human judgment has its own biases and cannot truly assess the deal's potential. Sales reps can overcome this difficulty with Aviso’s AI-based revenue forecasting platform. Using advanced analytics, Aviso analyzes the deal from several different dimensions using large historical datasets and learns the patterns to produce more accurate predictions than humans could not do alone. Aviso uses advanced algorithms to develop AI WinScore for each deal.
By utilizing rich data, advanced analytics, and intelligent machine learning techniques, Aviso provides sales reps with real-time insights and nudges. This helps sales reps focus on the deals with the most upside, spend time on critical tasks, and strategize to reach quotas more precisely. Say goodbye to hunches!
Book a demo today to outsmart your competitors and grow your business.