Start Using Sales Cloud Einstein

It can seem obvious, but if you’ve ever taken the time to set an alarm clock and then failed to turn on the alarm, you’ll appreciate a friendly reminder about “flipping the on switch” for each feature.

The Einstein Setup Assistant lists each feature with a link to its setup page. The Setup Assistant includes a step for giving users access to Sales Cloud Einstein, but Eleanor waits until after she’s set up and tested each feature.

Many features need only to be turned on. Other features guide you through setup options that help Einstein understand how you work. For example, Einstein Lead Scoring setup asks which lead conversion milestone you use, and if there are any lead fields you want to exclude from Einstein’s analysis.

Depending on how much data you have, it can take some time for an Einstein feature to analyze your data and start generating intelligence.

Next, make sure Einstein scores, insights, and other intelligence show up where you want them. Einstein fields and components are automatically added to the applicable default page layouts and list views. But we know you love to customize Salesforce, so be sure to add the Einstein fields and components to your custom page layouts and list views too. The Einstein Setup Assistant helps you through these steps.

Einstein Opportunity Scoring and Einstein Lead Scoring are available in both Lightning Experience and Salesforce Classic. How to add scores to list views and page layouts depends on which UI you use. Honeydew uses Lightning Experience and has many customized page layouts. To make sure opportunity and lead scores are visible to the sales teams, Eleanor has some work to do. She modifies page layouts and list views to reflect new information provided by specific Einstein features.

For details about the fields and components related to other Sales Cloud Einstein features, refer to the setup information in Salesforce Help.

Now that Eleanor has set up and tested the features, she’s ready to assign licenses. Remember, she’s rolling this out slowly, starting with a small group that includes inside sales reps, field sales reps, and a few sales managers.

The Sales Cloud Einstein permission set grants permissions for all Sales Cloud Einstein features. Eleanor just needs to assign the permission set to users. The default Sales Cloud Einstein permission set is fine for Honeydew’s sales managers, who need access to both Lead Scoring and Opportunity Scoring. Even though the permissions for the other Sales Cloud Einstein features are included, no one can use features that she hasn’t turned on in Setup.

But Eleanor wants to limit inside sales reps to Lead Scoring and limit field sales reps to Opportunity Scoring. She clones the Sales Cloud Einstein permission set and modifies it to grant only Lead Scoring permission. She assigns the new Sales Cloud Einstein-Inside Sales permission set to the inside sales reps. Similarly, she grants only Opportunity Scoring permission to the field sales reps.

Alternatively, Eleanor can use page layouts to control access. For example, if the inside sales reps had access to the lead object but not the opportunity object (and field sales reps had the opposite access), she could use the same permission set for both groups and let their object permissions control which Einstein information they see. However, creating custom permission sets gives Eleanor more control and flexibility later when Honeydew adds additional Sales Cloud Einstein features.

Tip

The Sales Analytics app, which comes with Sales Cloud Einstein, isn’t included in the Sales Cloud Einstein permission set. You must set up permissions for the Sales Analytics App separately.

Eleanor knows that the most important thing about any deployment is user adoption. Yes, it’s important that those valuable Sales Cloud Einstein licenses don’t go to waste, but it’s just as important—maybe more important—that users get the most out of the features. They need to understand how Sales Cloud Einstein features work, what value they offer, and what to do with them.

Earlier, we mentioned several keys to user adoption, including a kickoff meeting to give stakeholders an overview of the project, training geared toward specific user personas and use cases, and regular informal meetings. Because Eleanor’s initial group of users is small, she also sets up weekly coffee breaks where her newly minted Einstein users can chat with her about their experience, ask questions, and give feedback. Eleanor also makes a point of visiting Einstein users to watch how they work. This shows her whether the teams are getting what they need from Einstein.

One of the biggest impacts of AI on sales teams is increased productivity. We know that sales teams spend too much time on administrative tasks when they should be focused on selling. Sales Cloud Einstein helps sales teams reduce busywork and focus on the big picture.

Today’s sales reps spend most of their time in their email and calendars, especially as more customers prefer to communicate with sellers through email. Salesforce Inbox is a suite of mobile and desktop productivity apps that help sales reps work smarter without leaving their Microsoft or Google inbox. While reps view individual emails in their email app, Inbox populates relevant Salesforce data and intelligent follow-up reminders. Plus, the Insert Availability feature makes scheduling meetings quick and easy.

Einstein Activity Capture is a productivity-boosting tool that keeps each sales rep’s email and calendar aligned with Salesforce. Einstein Activity Capture performs two main functions. First, it captures email and events from a rep’s Microsoft or Google account and adds them to the activity timeline of related Salesforce records. Reps no longer need to log activities manually in Salesforce.

Einstein Activity Capture also syncs contacts and events between Salesforce and a rep’s Microsoft or Google account.

Tip

Use the interactive email configurator to find out which email integration tool is right for you.

It won’t be long before Eleanor and the Honeydew team are ready for Inbox and Einstein Activity Capture, as well as Einstein Insights, Einstein Automated Contacts, and Einstein Forecasting. But planning their rollout, starting small, and assessing their implementation along the way, ensures that Honeydew is using Sales Cloud Einstein to make the sales process smarter at every step.