How can Einstein power up your Sales Cloud

EINSTEIN ACCOUNT AND OPPORTUNITY INSIGHTS

• Account and Opportunity Insights are easy to deploy, you just need to enable it in your org and make it available in your page layouts.
• Einstein Account Insights help your team maintaining a good relationship with customers by keeping them informed about business developments and other key movements. News insights are based on US sources and activity insights are identified in emails and events related to accounts. For this, you will need to have Einstein Activity Capture enabled.
• With Einstein Account Insights, you have more insights on your accounts or at home page level.
• Einstein Opportunity Insights will help your team win more deals by getting relevant updates on opportunities. They will get reminders to follow up and receive notifications when key moments in a deal take place. As in Account Insights, activity related insights are based on email activity, therefore you need to have Einstein Activity Capture enabled to have access to these.
• You can read your opportunity insights in your opportunities, at the home page, where you can add the opportunity insights and a new field in your opportunity list views. After doing this, you will have a new available object called Einstein Opportunity Insights. Just go to the app launcher and search for it. There you will be able to see all your opportunity insights.
• With Spring’19, you can create reports and dashboards related to any account or opportunity insight. Be aware that when insights are no longer relevant, Salesforce removes them from the Einstein component, so they are not considered for reports.
• Reports can only be done with the objects which are associated with insights. It is not possible to report on insights based in what appears on Home page.

EINSTEIN OPPORTUNITY SCORING

Einstein Opportunity Scoring is a great way to score your opportunities. The tool is simple to configure:

1. Enable Einstein Opportunity Score
2. Add the new Score field to you compact layout or place it in the page layout wherever you want on Opportunities. When you hoover over it, it will show you the score, and the respective top positive and negative results for that specific score.

Einstein Opportunity scoring is available for selection in processes and you can take action based on specific score values. Be aware that scores are not available in standard reporting (but they can still be used in custom report types) and scores are generated when you have enough opportunity data to make scores reliable. This means having at least:

• 1000 opportunities closed (won and lost) in the last 2 years
• The lifespan of those opportunities must be over 7 days
• The number of fields needs to be populated in more than 50% of opened opps.

Another great feature of Einstein Opportunity Scoring is the possibility to include the score field in list views. This is great for sales reps who certainly want to act in some opportunities, but don’t know which ones to bet on first.

EINSTEIN FORECAST – NOT AVAILABLE IN SANDBOXES

Einstein forecasting is a great tool to predict forecast amount. It analyzes opportunities that are in your system and creates a predictive model. The criteria used by Einstein includes opportunity and related accounts record details, history and activities, and much more. Predictions are based on both the opportunities with Best Case and Commit forecast categories. Yet, these predictions aren’t shown when there is not enough data on past opps.

PREDICTION COLUMN

The prediction column (1) shows the median predicted amount for each team and team member. Sometimes a prediction isn’t shown, such as when insufficient historical data is available or the prediction range is too large to be useful.

PREDICTION DETAILS

Click a value in the prediction column for more details about the prediction (2).

• Range—The full range of the prediction value, which is used to calculate the median value in the prediction column.
• Breakdown—A closer look at how Einstein came up with the prediction.
• Top Factors—Details about what contributed to the prediction.

EINSTEIN ACTIVITY CAPTURE – AVAILABLE IN SANDBOXES WITH SPRING ‘19

When using Einstein Activity Capture, your users will save time and have their tasks simplified. Emails and events will be added to Salesforce records and email insights (when available) will appear on the activity timeline. You just need to connect your Google or Microsoft account to Salesforce.

ACTIVITY DASHBOARDS PROVIDING A SUMMARY OF SALES ACTIVITIES

• Charts are organized in tabs (1)
• The Related Record Type filter (2) includes all objects that Einstein Activity Capture supports
• The amount of activity data that appears in the dashboard (3) has increased from 90 to 180 days with Spring’19.

SOME INFO FROM SALESFORCE:
Activities added to Salesforce with Einstein Activity Capture are stored outside Salesforce and don’t affect Salesforce data allocations. However, Einstein Activity Capture gives you access to the Activities dashboard, which displays a summary of sales activities that were added manually by Einstein Activity Capture to Salesforce. Activities are not available in the API.Activity capture is available in sandboxes and works with Salesforce supported languages, but isn’t available in sandboxes and works with Salesforce supported languages.The Last Activity Date field on accounts, contacts, leads, opportunities, and person accounts doesn’t reflect emails and events that were added to Salesforce with Einstein Activity Capture. We recommend you to remove the Last Activity Date field from the page layouts for those objects.Custom objects aren’t supported. When emails are sent from a custom object, the email is logged on the activity timeline of the associated contact.

EINSTEIN AUTOMATED CONTACTS – NOT AVAILABLE IN SANDBOXES

• Einstein Automated Contacts is great for users who want to add new contacts and opportunity contact roles to the system. It uses Einstein Activity Capture as a base and suggests new contacts from you emails and events.
• Let’s say that you are a sales rep, and in an email exchange with a customer, he CC’s someone you already know but don’t have contact with.
  • Salesforce Einstein Automated Contact will suggest that the CC becomes a new contact. If you accept such suggestion, the new contact will be redirected to your edit page on contacts.
  • On the other hand, if you don’t accept Einstein’s suggestion, the contact will disappear from all users.
• With Spring’19, it is possible to create reports and dashboards related to contact suggestions and opportunity contact role suggestions.

PRO-TIPS:
You must have at least 30 business accounts. If you use person accounts, at least 50% of them must be business accounts.Website filed must be populated in at least 30% of your accounts.One or more related contacts must exist in at least 30% of your accounts.

We hope this article has been enlightening for you! If you remain with any doubts, feel free to drop us a comment, as we’re glad to help! Also, what other topics would you like to read about? 🙂

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