A consultant is explaining to a sales manager how the relationship insights feature identifies which contacts on an opportunity are most engaged. Which TWO of the following accurately describe how the feature determines engagement? (Select TWO.)
Select all correct answers, then click Submit.
Short Explanation
This feature is watching behavior, not job titles. It's tracking how often and how recently people are actually emailing back and forth or showing up in meetings, and where call intelligence is turned on, it's also picking up a read on tone from those interactions. What it isn't doing is consulting some hand-drawn org chart a rep filled out, and it isn't pulling rank from whatever job title sits on the contact record. That distinction matters, because it means a junior person who's constantly responsive can show up as highly engaged even if a senior person on the same account barely replies to anything — the feature is measuring activity and tone, not authority. Good to keep in mind when explaining this to a manager: it's telling you who's talking to you and how that conversation feels, not necessarily who ultimately signs off on the deal.
Full Explanation
The correct answers are A and B. Relationship insights derives engagement from the interaction data the sales team actually generates with each contact, how often and how recently emails and meetings occur, and, where conversation intelligence is available, sentiment signals extracted from those calls and messages, giving a picture of both how active and how positive the relationship appears to be. Option C is incorrect because the feature does not depend on a manually maintained org chart; it is generated from interaction data rather than a hand-updated authority ranking that reps would need to keep current themselves. Option D is incorrect because engagement, as the feature measures it, is not calculated from a contact's job title or seniority field; a junior contact who interacts frequently can register as highly engaged regardless of their title, since the underlying signal is behavioral activity, not organizational rank. Understanding this distinction matters in practice: a manager or rep who assumes relationship insights already accounts for seniority or seniority-adjacent authority risks over-trusting the feature to identify the actual decision-maker, when in fact it is measuring something narrower, who is actively interacting, not who holds the most influence. Consultants should frame the feature to clients as a measure of engagement activity, useful but distinct from a full stakeholder authority map.