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June 9, 2020 BY RYAN SHEA

Prioritize Key Deals with Einstein Opportunity Scoring

The way we work is rapidly changing, and businesses are looking for smart, immediate solutions that set the stage for long-term success. With only 21% of sales leaders currently using artificial intelligence (AI) in Salesforce to inform decisions, now is the perfect time for you and your team to start taking advantage of easy-to-use AI tools.

Einstein Opportunity Scoring is one of many Sales Cloud Einstein features that harness the power of AI to help you innovate at the speed of market change. Opportunity Scoring quickly identifies your team’s most promising opportunities, so your reps can focus on deals they’re more likely to win. And best of all? It’s now free for many customers (details below).

Whether you’re managing an irregular schedule, relying on a reduced workforce, or need to improve your team’s productivity fast, Einstein Opportunity Scoring can help your sales reps prioritize top opportunities and close more deals.

Get to know your scores

With Opportunity Scoring, Salesforce Einstein analyzes your deals, identifies key factors, and determines how likely those deals are to close. Your deals are ranked with a simple 1-99 score and color coded from red (lower likelihood of closing) to green (higher likelihood of closing).

You can also hover over an opportunity’s score to see top factors that contribute to the current score. This info helps your reps focus on not only what makes a deal more likely to close, but also which pain points to address on their lower scoring deals.

On the record page

When you open an opportunity, its Einstein Opportunity Score appears on the first line of the record details. As sales reps check in on their deals, they can quickly see the score alongside other key info. This can help them determine what actions they should take to move their deals forward.

On list views

Einstein Opportunity Scores also appear in opportunity list views, which give your team an overview of their deals. Sales leaders can use list views to review in-progress opportunities, identify key deals, and ensure that reps are spending time on the right customers.

You can also use list views with Einstein Opportunity Scores to run daily and weekly check-in meetings. This is a great way to highlight key deals, address details on lower-scoring deals, and celebrate the deals your team brings across the finish line.

How to get access

To get Einstein Opportunity Scoring for free, Sales Cloud customers must meet the following requirements:

  • Have Enterprise, Unlimited, or Performance Edition

  • Lightning Experience must be turned on

  • Cannot be an existing Sales Cloud Einstein customer

To find out if your instance is ready for Opportunity Scoring and other Sales Cloud Einstein features, use the Einstein Readiness Assessment.

Enable Einstein Opportunity Scoring for your team

After you determine that you can access Einstein Opportunity Scoring, you or your admin must enable the tool for your Salesforce users.

  1. In Lightning Experience, go to your Quick Find box and search for Assisted Setup.

    1. If it’s your first time visiting the Sales Cloud Einstein setup page, click Get Started.

    2. The setup page shows all the steps you need for Sales Cloud Einstein setup, including how to assign Einstein to users.

  2. From here, click Turn It On and you’re ready to go.

Additional Resources

Next steps

As you take advantage of AI to power your sales team, we want to hear your story! Here’s how you can share your experience:

  1. Post using the hashtag #WinDealsWithEinstein in the Customer Success Community Group, where Salesforce experts and Trailblazers like you share ideas, find answers, and drive success together.

  2. Connect with us on Twitter @askSalesforce and post about your success with the hashtag #WinDealsWithEinstein.