Open Access

Building Explainable Sales Intelligence Systems: A Product-Oriented Model for Embedding AI Insights into Enterprise Sales Workflows

https://doi.org/10.55640/ijaair-v03i11-04

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Aakash Nagare ¹

⁴ Independent Researcher, USA

Abstract

While Enterprise sales systems have dashboards to track revenue, customers, and buying trends, reports often require reading between the lines to determine what's good and what's bad before deciding which accounts to focus on. In this research, an explainable Sales Intelligence framework is proposed that transforms transaction-level information into analytical evidence at the customer level and converts it into conversations to support decision-making. The following is an example of the framework: the UCI Online Retail dataset consists of 541,909 online retail transactions from a UK retail company from 1 December 2010 to 9 December 2011. Data preparation removes missing customer identifiers, invalid quantity/unit price data, and expired entries. This results in 397884 transaction lines, 18532 invoices, 4338 identifiable customers, 3665 products, 37 countries, and the following actual retained revenue (facts as of 31 December 2018): £8,911,407.90. Customer revenue, product activity, average order value, purchase frequency, and recency are calculated using deterministic methods to segment and assess account health. The proposed architecture leverages numerical computation and evidence retrieval to interpret AI-generated results and connect explanations/recommendations to verified transaction indicators, with an emphasis on algorithms. The proposed architecture interprets artificial intelligence results and connects evidence/messages and/or recommendations to certified transaction indicators, with an emphasis on algorithms. The study provides empirical results from the transaction analysis process. It proposes definitions of measures to evaluate an agent's future operational application, including numerical accuracy, retrieval precision and recall, F1 score, recommendation relevance, explanation agreement, error rate, and response latency. Validate data from the enterprise CRM and sales-interaction data (recommended).

Keywords

Explainable AI, Sales Intelligence, Customer-Level Analytics, Conversational AI

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