Unlocking Sales Success: Strategies to Maximize Your Einstein Opportunity Scoring Model

What is Einstein Opportunity Scoring?

In the dynamic world of sales, success hinges on the ability to identify and prioritize opportunities that are most likely to convert into successful deals. Salesforce’s Einstein Opportunity Score is a game-changer in this regard, offering a predictive score that guides sales teams in focusing their efforts where they matter most. So, how can you make the most of this powerful tool? Let’s find out.

Improving the Accuracy of the Einstein Opportunity Score

First and foremost, completeness matters. The more data you feed into an Einstein Opportunity Score, the more accurate your score becomes. This could mean utilizing validation rules, automations, and more required fields to ensure all essential data is captured. Einstein Opportunity Score analyzes your entire history, offering valuable insights that help you make better decisions. Ensuring sales teams capture and enter the necessary information into the opportunity record is crucial to increasing the value of Einstein Opportunity Scoring for your company.

But it doesn’t stop there. Timing is crucial. To ensure an accurate first-stage analysis, input your opportunities into Salesforce at the very beginning of your sales process. As your opportunities progress through stages, keep them moving. Opportunities that linger in the same stage for too long might appear stagnant, affecting their scores negatively. Also, pay close attention to your close date. An overdue close date can significantly impact your score. Lastly, regularly update key standard fields like Stage, Probability, Close Date, and Amount to maintain a high score.

Prioritizing Your Scores

When it comes to interpreting your Einstein Opportunity Score, we recommend referencing your scores to four buckets, each providing valuable guidance on where your sales team should direct their efforts.

High Priority (Einstein Opportunity Score 90-99): Opportunities falling within this range signal a very high likelihood of successfully closing the deal. They are the golden nuggets of your sales pipeline. Sales reps should make these opportunities a top priority, allocating their time and resources to close them as swiftly as possible. High-priority opportunities often exhibit a high level of engagement, showcasing strong customer interest, and a strong alignment with the product or service being offered. They represent the low-hanging fruits that can greatly impact your bottom line.

Medium-High Priority (Einstein Opportunity Score 70-89): Opportunities within this bracket are promising but come with a tad more uncertainty compared to the high-priority ones. Medium-high priority opportunities might exhibit positive engagement levels and indicate genuine interest from the customer. However, they require more nurturing and dedicated efforts to move them across the finish line. A personalized touch and targeted strategies can significantly increase their chances of conversion.

Medium-Low Priority (Einstein Opportunity Score 50-69): These opportunities sit in the moderately promising range. While they show potential, they may require more effort and resources to close successfully. Sales reps should certainly work on them, but they will likely need additional nurturing, follow-up, or tailored strategies to improve their chances of conversion. Medium-low priority opportunities can be thought of as opportunities in the making, with the potential to shift to higher-priority categories with the right attention and care.

Low Priority (Einstein Opportunity Score 1-49): Opportunities in the low-priority range are less likely to convert into successful sales. They may exhibit low engagement from both the sales rep and the customer, indicating reduced interest or other factors making them less appealing. Sales reps should exercise caution when allocating significant resources to these opportunities, as they are less likely to yield positive results. It’s often more prudent to focus on higher-priority opportunities that have a greater likelihood of success.

The Bottom Line: Is Einstein Opportunity Scoring Right For You?

In summary, Einstein Opportunity Score is a powerful tool for sales teams to identify and prioritize opportunities effectively. By following best practices such as completing all relevant fields, entering opportunities promptly, and maintaining accurate data, you can leverage the predictive power of Einstein to improve your sales outcomes and focus your efforts where they matter most. Moreover, by understanding the nuances of each opportunity score range, sales teams can make informed decisions about where to allocate their time and resources, ultimately driving better outcomes and revenue growth. 

Ready to learn more? Contact Revelation.AI today to help you make meaningful moves with your data!

Written by

Katy August