Understand Deal Health with Insights and Scores
Learning Objectives
After completing this unit, you’ll be able to:
- Explain how Einstein uses scores to predict the likelihood an opportunity will be won.
- Explain how Einstein provides insights and predictions about deal health.
- Keep track of your deal activities and stakeholders.
Throughout this module, we’ve demonstrated the power of Pipeline Inspection and how you can tailor and optimize your sales pipeline for smarter selling. In this final unit, let’s see how Einstein and AI elevate your pipeline health analysis to a whole new level.
Get Smart with Einstein
In Pipeline Inspection, AI-driven insights and features help you gain a deeper understanding of your sales pipeline’s health. If your company has Einstein Opportunity Scoring, you’ll discover a new way to visualize opportunity scores. Other pipeline metrics and opportunity score tiers help sales teams focus on the most promising opportunities. If your admin has configured insights in Salesforce, you can gain insights into deal progress, service cases, activities, conversations, and emails. A separate side panel for each opportunity provides key insights, activity metrics, and further details about the deal.
Let’s take a look at some of the most common features.
Score Big with Einstein Opportunity Scoring
Einstein Opportunity Scoring uses scores and related insights to predict the likelihood that opportunities will be won. For each opportunity score, Einstein highlights the factors that positively and negatively influence this score.
How does it work? Einstein analyzes your data patterns to construct a model, incorporating standard opportunity fields, opportunity record history, tasks, activities, automatically synced email, and calendar data. Einstein analyzes the opportunity data weekly and refreshes the model, generating new insights multiple times daily. You may see some or all of this data in your org.
Pipeline Inspection adopts a user-friendly approach by showing opportunity scores in color-coded tiers, replacing the 1–99 numeric scores typically associated with opportunities.
- High: 67–99
- Med: 34–66
- Low: 1–33
To access further details in a popup window, click on the High, Med, or Lowicon. When the score goes up or down a tier, a red or green arrow indicates the change.
Dig Deep with Einstein Deal Insights
Einstein Deal Insights harnesses the power of data science and machine learning to provide valuable insights and predictions regarding the health of your deals. In addition, it equips sales teams with actionable recommendations to move deals forward.
Some of the insights available include:
- Deal progress
- Service cases
- Voice and video call recordings
To access these insights, click on the side panel icon
next to the opportunity’s name in the list. This opens a side panel that displays opportunity metrics and insights on the Insights tab.
Let’s look at these in more detail.
To view insights in the side panel, you must have at least one of these features enabled in your org: Einstein Conversation Insights, Einstein Deal Insights (in Pipeline Inspection), Einstein Email Insights, or Einstein Opportunity Scoring.
Insights About Deal Progress
By enabling Einstein Opportunity Scoring, you can see how your deal is progressing relative to similar deals. For example, find out if the deal has spent too long in the current stage. When you use Einstein Activity Capture, you can also get insights about the ideal mix of activities and contacts needed to progress the deal.
Insights About Service Cases
Einstein Deal Insights also offers insights about service cases that can impact an opportunity’s progress. With the Pipeline Inspection side panel open, Salesforce automatically scans for cases associated with the opportunity, guided by specific insight criteria such as cases for opportunity contacts, products, and the opportunity’s account.
Insights from Conversations
Einstein Conversation Insights pulls insights from recent phone or video calls related to an opportunity. Under the Needs Attention section of the side panel, you can review a snippet of the conversation transcript or navigate to the call record for more information. For example, you can learn about important moments in recent calls, such as discussion of competitors or pricing.
Einstein Email Insights finds similar moments in email conversations. Find out when competition or pricing is mentioned in automatically captured emails.
Einstein Email Insights is currently available only in English.
Analyze Activity Data
Managing an extensive array of deal-related activities can be challenging. Let’s explore how Pipeline Inspection can help you analyze data to gain deeper insight into your deals and their stakeholders.
Activity Metrics
Activity metrics in Pipeline Inspection display the number of calls, meetings, emails, and so forth, within the past 7 or 30 days.
Activity Timeline
The activity timeline displays a full history of recent activities, upcoming activities, and next steps. You can also see insights from phone and video calls and emails.
Who’s Involved in the Deal
Pipeline Inspection simplifies the process of identifying individuals involved in a deal. In the side panel, a summary lists active contacts and users, providing an up-to-date count of the individuals engaged in the deal recently.
You can find information on external contacts and internal users involved in activities on the deal, and their level of engagement. You can also assign roles to contacts who don’t have one.
Contacts or users related to an opportunity who have had no activity in the past 7 or 30 days don’t show in the side panel.
Mission Accomplished
Congratulations on completing the Pipeline Inspection module! Throughout this module, you’ve seen how Pipeline Inspection’s features and metrics can help you optimize your pipeline and gain greater insight into the health of your deals. With closing dates fast approaching, you have the tools to succeed!