Salesforce Einstein Opportunity Scoring gives each opportunity a number between 1-99 that indicates the chance that opportunity will end up Closed Won. Let Einstein guide your sales teams and enable them to prioritize a sure win, or escalate at-risk pipeline, depending on the Einstein Opportunity Score, as well as handy hints on the factors that contributed to the score.
Once enabled, Einstein Opportunity Score is available as a field on the opportunity record, in list views, reports and on the forecast page*. What’s more, all this is now free! Here’s my take on Einstein Opportunity Scoring – how it works, how to set it up, and some handy hints.
*as long as you are using Collaborative Forecasts.
How Does Einstein Opportunity Scoring Work?
Einstein uses artificial intelligence to analyse your past opportunities to calculate each score.
Einstein will re-analyse your data and adjust the data model accordingly every 10 days so you can be sure your score is always accurate!
In Classic, the score will be displayed as a field in the record detail of an opportunity:
As well as providing a score, Einstein will indicate both positive and negative factors that contributed to the score. To view these factors in Lightning, simply hover over the score.
- Previous won opportunities with the related account
- Opportunity moving quickly through the stages
- High numbers of activities on the related account
- Opportunity has an open quote
- Previous lost opportunities with the related account
- Close date overdue or being pushed out
- Low numbers of activities on the related account
- Low success rate in the industry assigned to the related account
Einstein Opportunity Scoring in list views. Source: Salesforce Help Einstein Opportunity Scoring
Sounds Great, Can I Have It?
Einstein Opportunity Scoring will be released on a rolling basis starting in April 2020 (safe harbour). This great feature will be available for free, as long as your organisation meets the following requirements:
- Salesforce in Classic or Lightning (you need to switch Einstein on in Lightning)
- Enterprise, Performance, or Unlimited edition
There are also a few other caveats to consider; whilst you may be able to get Einstein Opportunity Scoring because you meet the criteria above, you may not be able to use it unless you:
- Use the standard Stage field
- Have 200 closed won opportunities in the past two years, each with a minimum lifespan of 2 days
- Have 200 closed lost opportunities in the past two years, each with a minimum lifespan of 2 days
- Have an average of one update to each closed opportunity
Setting Up Einstein Opportunity Scoring
To set up this feature and enable it for all users, you will need the Customize Application and Modify All Data permissions (these are included in the System Administrator profile).
1. Head over to Setup. Note: You must do this from Lightning Experience, not Classic!
2. From within Setup, type “Assisted Setup” in the Quick Find bar, then choose Einstein Sales > Assisted Setup.
3. Select that you confirm you understand what will happen when you turn on Einstein. (Unsure what happens? Click here).
4. Click “Turn It On”.
Then sit back while Salesforce does the hard work for you!
Once you turn on Einstein Opportunity Scoring, Salesforce will begin to analyze your past opportunities and create a scoring model (this may take a few hours to a few days depending on the volume of data).
Adding The Score Field
Once the scoring model is generated, Salesforce will automatically add the Score field to standard and custom opportunity page layouts, as well as the ‘Recently Viewed’ list view.
You, and your users, can add the Score to other list views. You can also add the Score to the forecast page if you’re using collaborative forecasting.
Salesforce will assign the “Sales Cloud Einstein For Everyone” to all users with a Salesforce license as part of the setup process. However, you can remove this permission for users that shouldn’t have access. Users won’t be able to see scores without this permission!
- Have an opportunity with a score but no guidance? It may be that there were too many minor factors that contributed to the score or because the calculation was too complex; in both instances, it is too difficult to summarise the reasons behind the score.
- Got a closed opportunity with no score? That’s correct! The opportunity score is removed from all closed opportunities.
- Got an open opportunity with no score? There are a number of reasons an open opportunity may not display a score ranging from how recently Einstein Opportunity Scoring was enabled to when the opportunity was created. For full details of when a score may not be visible please check out the “When Scores Don’t Appear” section in this article.