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Enable Einstein Opportunity Scoring
Give your sales team access to scores that help them focus on the right deals. When you set up Einstein Opportunity Scoring, you choose whether to have Einstein consider all opportunity records and opportunity fields or only a subset. If Einstein Opportunity Scoring is on by default, make sure that scores appear where you want, such as your customized opportunity page layouts and public list views.
Required Editions
| Available in: Lightning Experience and Salesforce Classic. |
| Available with Sales Cloud Einstein, which is available in Performance and Unlimited Editions, and for an extra cost in Enterprise Edition |
| Available to eligible customers for no extra cost in: Enterprise, Performance, and Unlimited Editions |
| User Permissions Needed | |
|---|---|
| To set up Einstein Opportunity Scoring: | Customize Application AND Modify All Data |
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To open the Einstein Opportunity Scoring setup page in Lightning Experience, from
Setup, enter Assisted Setup in the Quick Find box, and then select
Assisted Setup. Then, click Set Up next to
Einstein Opportunity Scoring.
In Salesforce Classic, from Setup, enter Einstein Opportunity Scoring in the Quick Find box, and then select Einstein Opportunity Scoring.
- Read the introduction, and then click Next.
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Choose whether to have Einstein consider all opportunity records or only a subset when
building the scoring model. Then, click Next. If needed, define the
conditions, and click Next.
When you give Einstein only a subset of opportunities to look at, it can yield more accurate scores. For example, if you use external systems to create opportunities that are closed rather quickly, those opportunities don’t reflect the normal opportunity lifecycle and can skew your scores.
When defining conditions, you can use up to 100 fields. The CurrencyIsoCode field isn’t available. The following field data types aren’t supported.
- Address
- Date
- Datetime
- Double
- Encrypted String
- Geolocation
- Multipicklist
- Reference (However, the RecordTypeId reference field is supported.)
- Text Area
- Text Area
- Time
- Choose whether to have Einstein consider all opportunity custom fields when building the
scoring model. Then, click Next. If needed, deselect the fields you want
Einstein to exclude, and click Next.Exclude fields from the model only if you’re sure they aren’t part of the opportunity lifecycle. For example, you can safely exclude automatically generated fields, such as IDs and dates. Mistakenly excluding influential fields makes opportunity scores less accurate. If you’re unsure about whether to exclude a certain field, err on the side of caution and include the field.
- Review your settings. Then, click Start to begin the scoring
process.
It can take up to 48 hours to analyze your data, build a scoring model, and add scores to opportunities. To check the status, return to the Einstein Opportunity Scoring setup page. If you don’t have enough opportunity data to build your own predictive model, Einstein uses a global model. The global model uses anonymous data from many Salesforce customers. When you accumulate enough opportunity data, Einstein builds a scoring model with your data and uses the model with the better results.
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Make sure that the Opportunity Score field is on your opportunity page layouts.
- In Lightning Experience (Grouped view), add the Opportunity Score field to your customized opportunity page layouts. Salesforce automatically adds this field to default compact layouts.
- In Lightning Experience (Full view), Salesforce automatically adds the Opportunity Score field to the Details section of your default and custom layouts.
- In Salesforce Classic, add the Opportunity Score field to your customized page layouts for opportunities. Salesforce automatically adds this field to the Details section of default page layouts.
- By default, the Opportunity Score field is on the Recently Viewed list view for opportunities, but add it to public opportunity list views. To get the most out of Einstein Opportunity Scoring, ask your sales teams to add this field to their own opportunity list views.
- If you use forecasts, add the Opportunity Score field to the opportunity list on the forecasts page.
- Add the Opportunity Score field to your opportunity reports where appropriate.
