Overview
Einstein Opportunity Scoring is a special feature which allows you to have a broader view of the opportunity and the factors contributing to its success. It is designed to revolutionize how you approach your sales pipeline, helping you and your team focus on the right opportunities so you can close more deals.
Every single opportunity in your pipeline is carefully examined, analyzed and then, given a score, from 1 to 99. This isn’t just a random number; it’s a powerful indicator of the likelihood that an opportunity will be won. It also reveals the factors that have contributed the most to the score, both positively and negatively.
Where can we see the Opportunity Score?
On Opportunity Records:
Lightning Experience: The score is prominently shown on the compact layout, or the Details tab. Simply hover over the score to see a list of factors that contribute to it.
Salesforce Classic: The score and its contributing factors are clearly displayed on the record detail page.
In List Views: Add the Opportunity Score field to any of your opportunity list views for a quick overview. In Lightning Experience, you can even hover over the score in the list view to see the contributing factors! (Note: This feature isn’t available in Classic list views).
On the Forecasts Page: You can also add opportunity scores to the opportunity list on the forecasts page, providing an even richer perspective on your projected sales.
Licenses and Additional Costs
It’s available in both Lightning Experience and Salesforce Classic. While it’s included with Sales Cloud license in Performance and Unlimited Editions (and for an extra cost in Enterprise Edition), eligible customers in Enterprise, Performance, and Unlimited Editions can also access it for no extra cost! However, extra costs will be leveraged if we need additional Einstein features.
If you want to manage the accessibility of this feature, then that can be handled through Sales Cloud Einstein for Everyone Permission Set.
Configuration and Setup
Step 1 :- Go to Sandbox/Production à Go to Setup à Search for Einstein Opportunity Scoring
Step 2:- Read Terms and Conditions carefully which states that data processing will be done on Salesforce’ trusted third party hosting provider such as AWS.
Once, you read all Terms and Conditions, check the I’m authorized by my company to accept these terms checkbox and then click Try Einstein button
Post that Click on Setup button to complete the entire process
Step 3:- Select the Opportunities
This step helps you to ensure type of opportunities that you want to be included for Opportunity Scoring.
Although the recommendation one is to select All Opportunities, but you can go ahead with second option if you want to include only Opportunities that meet certain conditions.
If you select second option (as highlighted above) then you need to click on Next button which allows you set criteria for selecting opportunities that can be made available for Opportunity Scoring.
Step 4 :- Select the Opportunity Fields
This step helps you to decide the opportunity fields that should be included for Opportunity Scoring. Recommended way is to allow all fields. But if you choose No, exclude certain opportunity custom fields then in the next step, you get an option to select only custom fields to be excluded from Opportunity Scoring.
Step 5:- Decision to analyze Activity Data
This step helps you to decide whether you want to allow activity data to be used for Opportunity Scoring. It is highly recommended to allow usage of Activity Data because that helps in analyzing the actions and patterns your sales teams uses to close the opportunity.
Bravo!! You’ve completed all the configuration steps
Note: – Once you initiate the process, Einstein gets to work!
It typically takes up to 48 hours to analyze your unique data and create your custom scoring model. Don’t worry about waiting here – you can close this window and easily monitor the progress from the Einstein Opportunity Scoring setup page.
