Einstein Opportunity Scoring : Predict Sales Success with Twopir Consulting

Einstein Opportunity Scoring: Predict Sales Success with Twopir Consulting

Salesforce Einstein Opportunity Scoring is a powerful AI-powered tool that empowers sales teams to prioritize and focus on the most promising deals. By analyzing historical data, Einstein assigns a score to each opportunity, ranging from 1 to 99, indicating its likelihood of closing. This score is based on various factors, including deal stage, customer engagement, and past performance. By leveraging Einstein’s insights, sales reps can efficiently allocate their time, identify potential risks, and make informed decisions that drive revenue growth.

What is Einstein Opportunity Scoring in Salesforce?

Einstein Opportunity Scoring is a Salesforce tool powered by artificial intelligence that evaluates opportunities based on historical data, providing sales teams with a data-driven score for each opportunity in the pipeline. The score helps prioritise opportunities with the highest probability of conversion, enabling sales reps to focus their efforts where they are most likely to succeed.

Why is Einstein Opportunity Scoring in Salesforce Important?

In a fast-paced sales environment, understanding which leads are most likely to convert is critical. Einstein Opportunity Scoring leverages predictive intelligence to improve sales forecasting and opportunity management. By analysing data patterns across historical and real-time interactions, Einstein Opportunity Scoring provides insights that streamline lead management and increase sales efficiency, leading to better resource allocation, more targeted follow-ups, and ultimately, higher win rates.

How the Process Works

Data Analysis and Model Building:

Einstein uses machine learning to examine historical opportunities, establishing scoring criteria based on factors that influence successful conversions. The model considers both standard and custom fields, increasing its relevance for unique sales scenarios.

Monthly Model Updates:

Each month, Einstein re-analyzes data and adjusts the scoring model to ensure the highest level of accuracy. Scores reflect the most current data, providing reliable insights for decision-making.

Positive and Negative Factor Breakdown:

The scoring model highlights factors affecting the score, such as:

Positive Examples:

• • Successful previous interactions with the associated account.
  • Quick progression through opportunity stages.
  • High user engagement on the account.
  • Available quotes.

Negative Examples:

• • Previous lost opportunities with the account.
  • Close dates have been pushed back.
  • Low activity levels.
  • Low success rates for the industry or associated accounts.
    
    

Features:

AI-Powered Opportunity Scoring:

Einstein Opportunity Scoring uses machine learning models that analyze opportunity-specific data points to assign a score ranging from 1 to 99, indicating the likelihood of conversion.

Score Transparency:

Sales reps gain visibility into the factors influencing each score. Positive and negative factors such as engagement, deal size, and timing are highlighted, helping teams understand the elements that boost or hinder opportunities.

Customizable Scorecard:

Customize opportunity scoring based on business-specific factors and industry needs, tailoring scoring parameters to align with unique sales strategies.

Seamless Integration with Salesforce Reports:

Opportunity scores are accessible in list views, reports, and opportunity records, making them easy to use within existing workflows.

Actionable Insights with Predictive Analytics:

Based on real-time and historical data, Einstein Opportunity Scoring provides actionable insights to help sales reps nurture the right leads and close deals faster.

Predictive Scoring:

Each opportunity is given a score from 1 to 99, reflecting its closing probability based on predictive AI analysis of past data.

Einstein Opportunity Scoring Model Customization

Salesforce now offers expanded customization options for the scoring model. Companies can tailor the model by:

Adjusting Record Selection:

Choose whether to include all opportunities or only those meeting certain criteria in the model.

Field Customization:

Decide whether to include all custom fields or exclude fields not contributing to meaningful scores.

Setup Process:

1. Eligibility Check:

   Einstein Opportunity Scoring is free for Salesforce Performance and Unlimited Edition users and available for an additional cost in the Enterprise edition. To qualify, your company must have a minimum number of closed opportunities (e.g., 200 won and 200 lost in the past two years).
   

2. Enable Einstein in Setup:

   • Navigate to Assisted Setup in Lightning Experience and select Einstein Sales Assisted Setup. 
   • Confirm authorization and customize model criteria to include selected opportunities and fields. 
   • Salesforce will automatically add the score to the Recently Viewed list views and Opportunity page layouts upon completion.
      

3. Score Field in Layouts:

   The score is displayed as Opportunity Score in standard list views, but it must be added manually for custom views, giving flexibility over which data points are shown.
   

Use Case:

For a fast-growing tech company, Einstein Opportunity Scoring offers insights into which leads are most likely to convert, allowing sales teams to prioritize opportunities based on data-backed scores. For example, sales reps can focus on opportunities with scores above 70, which show higher engagement or align with ideal customer profiles. By leveraging these scores, the company can achieve better close rates and reduce the time spent on low-probability deals, ultimately improving revenue and team productivity.

How Twopir Consulting Can Help

Twopir Consulting offers specialized services for implementing Einstein Opportunity Scoring tailored to your organization’s unique needs. Our Salesforce experts will assist in:

• Setup and Customization: We configure Einstein Opportunity Scoring to reflect your specific sales strategy, setting parameters that align with your industry and customer base. 
• Training and Support: We provide hands-on training for sales teams to ensure they can interpret and utilize opportunity scores effectively, making data-backed decisions for lead prioritization.
   
• Optimization and Monitoring: Our team continuously monitors the scoring model’s performance and makes adjustments as needed, ensuring that scores remain accurate and useful as business conditions change.
  
  

Results You Can Expect:

With the right implementation and support from Twopir Consulting, your sales team can expect:

• Higher Close Rates: Focusing on high-potential leads maximizes win rates and improves efficiency. 
  
  
• Increased Revenue: Prioritizing top-scoring opportunities leads to better revenue growth. 
  
  
• Enhanced Sales Productivity: Clear prioritization enables reps to reduce time spent on low-probability deals, boosting productivity. 
  
  
• Strategic, Data-Driven Decisions: With insights from predictive analytics, sales managers and reps can create strategies that improve pipeline accuracy and opportunity management.
  
  

Conclusion:

Einstein Opportunity Scoring provides actionable AI insights that empower sales teams to close more deals. Twopir Consulting is ready to assist with implementation, model customization, and ongoing support, ensuring your sales process leverages the full power of Einstein’s predictive intelligence. Let us help you drive growth through informed decision-making with Einstein Opportunity Scoring in Salesforce.