Salesforce Einstein Opportunity Scoring, each opportunity gets a score ranging from 1 to 99, telling you how likely it is to be a win. This cool feature helps your sales teams by letting them focus on surefire opportunities or give priority to those with some risk involved.
And that’s not all! Einstein also provides valuable insights into the factors that influenced the score. So, your team can make informed decisions and take action accordingly.
Now, here’s the good news – you can easily access the Einstein Opportunity Scores. They appear as a field on the opportunity record, in list views, reports, and on the forecast page. Plus, if you’re using Performance or Unlimited edition, it’s totally free. And even for Enterprise customers, it’s available at an additional cost.
Wondering how Einstein Opportunity Scoring works?
Well, it’s pretty cool! Einstein employs artificial intelligence to dive into your past opportunities and crunch the numbers, calculating a unique score for each one.
And here’s the best part: Einstein doesn’t stop there! To ensure that you always have the most accurate scores, it continuously re-analyzes your data and adjusts the data model once a month. So, you can rest assured that your scores are up-to-date and reliable at all times!
Einstein Opportunity Scoring in list views. Source: Salesforce Help Einstein Opportunity Scoring
Let’s talk about the Scoring Model! Einstein uses your team’s past closed opportunities, both the ones you won and the ones you lost, to create a predictive scoring model. This model helps identify which opportunities are most likely to result in a win. The analysis involves various criteria, including:
- Details of each opportunity’s record, encompassing standard and custom fields, historical data, and related activities.
- Record details and some historical data about the related account.
- Information about related products, quotes, and price books.
During the setup process, Salesforce admins have the flexibility to decide whether Einstein should consider all opportunity records and custom fields or only a specific subset. When the scoring model is constructed, any omitted records and fields are simply disregarded.
Now, if you don’t have sufficient opportunity data to create your personalized predictive model, don’t worry! Einstein has you covered with a global model that uses anonymous data from numerous Salesforce customers. As your opportunity data accumulates, Einstein will switch to a scoring model built exclusively with your data, ensuring better results.
To keep things fresh and up-to-date, Einstein reanalyzes the opportunity data and refreshes the model once a month or whenever the admin updates the settings. Moreover, opportunity scores are regularly updated every few hours, giving you real-time insights to stay on top of your game!