Einstein Opportunity Scoring

Let Salesforce’s artificial intelligence help you and your team focus on the right opportunities so you can close more deals with Einstein Opportunity Scoring. Each opportunity in Salesforce is given a score, from 1 to 99, which is available on opportunity records and list views. Sales reps use these opportunity scores to identify top opportunities.

If you use Collaborative Forecasts, opportunity scores are also available on the forecasts page. Plus, use scores with reports, Process Builder, and workflows.

Einstein Opportunity Scoring is available to users with or without a Sales Cloud Einstein license. Opportunity scores tell you the likelihood that an opportunity will be closed won. For each opportunity score, Einstein shows the factors that have contributed the most to the score, both positively and negatively.

Einstein uses your team’s past closed opportunities, won and lost, to create a predictive scoring model. This model helps identify which opportunities are most likely to result in a win.

Einstein Opportunity Scoring in Lightning

In Lightning Experience, the score is shown on the compact layout of opportunity records or on the Details tab. Hover over the score to see a list of factors that contribute to the score. For example, a score could be relatively high because the opportunity is moving quickly through the stages compared to other opportunities.

In Salesforce Classic, the score is shown on the record detail of opportunity records. The contributing factors are shown. You can add the Opportunity Score field to any of your opportunity list views. If you don’t see the score on public list views, ask your Salesforce admin to add it. In Lightning Experience, hover over the score in the list view to see the factors that contribute to the score. In Salesforce Classic, the contributing factors aren’t available from the list views. Instead, navigate to the opportunity record detail page.

The opportunity score can be calculated using a variety of factors, such as market demand, competitive landscape, the potential ROI, and the resources required to pursue the opportunity.

Einstein Opportunity Scoring provides an unbiased, objective prediction on the likelihood of a deal closing, based on data patterns from previously closed deals.

Then, take the guesswork out of forecasting. Einstein Forecasting uses AI technology to bring more certainty and visibility to your forecasts. Improve forecasting accuracy, get forecast predictions, and track how sales teams are doing.

What is the difference between Einstein Lead Scoring and opportunity scoring?

Einstein Opportunity Scoring is part of Sales Cloud Einstein Scoring, which also includes Einstein Lead Scoring. In the hierarchy, Einstein Lead Scoring comes under Salesforce’s Sales Cloud Einstein model. Opportunity scores tell the salesperson the likelihood of an opportunity to be won.