Set Up Opportunity Score
Identify at-risk deals earlier and increase your win rates with AI-driven opportunity scores. Opportunity Score merges standard CRM data with real sales methodology to give you an accurate view of your revenue.
Required Editions
| Available in: Lightning Experience in Performance and Unlimited editions with Sales Cloud. In Enterprise Edition with Sales Cloud, this feature requires the Agentforce or Revenue Intelligence add-on. |
By grouping deals into Healthy, Caution, and At Risk likelihood categories, Opportunity Score helps your sales team focus their efforts and take action quickly.
- Considerations for Setting Up Opportunity Score
Review important considerations before setting up Opportunity Scoring. - Configure Data 360 for Opportunity Scoring
To set up Opportunity Score, enable and configure Data 360 so you can leverage the data effectively. Enable Data 360 for your Salesforce org. Data Cloud One is supported. - Select a Data Space for Opportunity Scoring
Store and read data for your predictive models by selecting a centralized data space. Make sure that all the data needed for the opportunity score predictive model is stored in one data space. - Turn On Opportunity Score
Turning on Opportunity Score also turns on Scoring Framework and configures required data sources in Data 360. - Connect Salesforce to Your Email and Recording Providers
To let Einstein Activity Capture (EAC) and Einstein Conversation Insights (ECI) access your teams’ email data, calendar data, and meeting recordings, connect Salesforce to your company's email and call recording systems. - Activate and Deploy Sales Methodology Data to Data 360
Improve the accuracy of your opportunity scores by incorporating your sales methodology data. This is an optional step. Making this data available to Data 360 helps the scoring model evaluate factors like MEDDIC scores to better determine deal health. - Train the Model to Score Opportunities
Build a predictive scoring model from your closed opportunities so sales teams see Healthy, Caution, and At Risk categories in Pipeline Inspection and Pipeline Forecasting. - Add Opportunity Score Component to the Opportunity Record Page
Place the Opportunity Score Lightning component on the opportunity record page so sellers see score context on the deal. Add it after the model is trained and scores are generated. - Set Opportunity Score Thresholds
Define the score ranges that classify opportunities as healthy, caution, or at-risk so Pipeline Inspection and related views match how your teams prioritize deals. Update the thresholds when your sales process or score distribution changes. Then confirm category behavior in pipeline views.
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