Salesforce Einstein

Normalize Historical Data in Salesforce

Ensure that past opportunity and lead data is complete and clean for accurate learning model.

Review required fields such as Amount, Close Date, Stage in Opportunity, and supplement any missing data from old deals.

The more complete and consistent the data over the last 6-12 months, the higher the accuracy of Einstein's forecast.

Enable Einstein Lead Scoring

Activate the lead scoring feature that automatically scores leads based on conversion history.

Go to Setup, search for 'Einstein Lead Scoring', enable the feature, and select important data fields for the model to analyze.

Combine Einstein scoring into the default lead list view so sales can see it immediately when opening Salesforce.

Enable Einstein Opportunity Insights

Receive automatic alerts about deals that show signs of risk or opportunities to accelerate.

Go to Setup, enable Opportunity Insights, select the pipeline to apply it to, and configure the types of alerts to display on each deal.

Instruct sales reps to check the Insights section at the start of each workday as a routine pipeline check.

Activate Einstein Forecasting

Turn on sales forecasting based on models trained from historical data instead of manual estimates.

Go to Setup > Forecasts Settings, enable Einstein Forecasting, and select the type of forecast (by revenue or quantity) to apply.

Compare Einstein's forecast side-by-side with the sales manager's manual forecast for the first 1-2 months to assess reliability.

Train Team to Read and Act on Insights

Ensure the sales team actively uses the insights provided by Einstein instead of ignoring them.

Organize a short training session on how to read lead scores, deal risk alerts, and forecast metrics on the dashboard.

Make 'addressing deals with risk alerts' a checklist item in the weekly tasks of sales reps.