You recently have earned the added responsibility for analytics for optimizing the company$$s salesforce. Up until now, this has included only using basic analytics$$dashboards of sales activities, prospective customers approached, wins, etc. You want the team to consider applying advanced analytics, and your first target will be improving prospect selection. More specifically, the team currently selects prospects for outreach based on their intuition and background knowledge. There is a fixed set of potential prospects you are interested in; however, some of them come to you $($convert$)$ organically, and you see no evidence of this being taken into account in the current processes. You would like to give them a tool that ranks the prospects by the value of reaching out.

Apply our Analytical Engineering framework:

a$)$ Show mathematically the basic analytical engineering equation for $$whom to target$,$ that combines probabilities, values, costs, etc. Define your terms briefly and state any assumptions you make. For exact costs $($etc$.)$ you can either state them as variables $($like $$the cost of outreach is c$),$ or make assumptions of real values $($it costs us $$50$ in salesperson time for a typical outreach$),$ whichever is easier for you.

b$)$ What models will you want to build? Explain how your equation shows that.

c$)$ What data will you need to build those models?