Sales Cloud Einstein – Setup and Features

Salesforce introduced “Sales Cloud Einstein” License to support Artificial Intelligent features it released this year.  When you purchase Sales Cloud Einstein, Salesforce installs two packages in your org, SalesforceIQ Cloud and Sales Insights.  Each package adds an associated integration user and profile. Salesforce uses these entities to provide “Insights” to your org.

How it works?

To set up Sales Cloud Einstein, use the in-app Einstein Setup Assistant as a guide. You select which users can use Einstein, enable Einstein features, and configure pages and list views so sales reps can see the insights..

Setup Einstein

1. From Setup, enter Setup Assistant in the Quick Find box, then select Setup Assistant under Sales Cloud Einstein.
2. Select who can use Einstein.
   • Create a permission set.
   • From the License drop-down list, select Sales Cloud Einstein.
   • Click Save.
   • Click App Permissions.
   • Enable app permissions for Einstein features.
   • Assign the permission set to users.
3. From the Einstein Setup Assistant, enable these Einstein permissions.
4. Using the Lightning App Builder, add the Einstein component to the Home page and to Lightning pages for accounts, leads, and opportunities

Note: To use Sales Cloud Einstein, your org must use a public sharing model for leads and contacts

Features of Einstein

After you have enabled the Einstein and assigned to your users, the following features can be observed by the users:

1. Predictive Lead Scoring
2. Lead Insights
3. Opportunity Insights
4. Account Insights
5. Automated Activity Capture
6. Einstein Analytics

1. Predictive Lead Scoring: Einstein Lead Insights uses a combination of data science and machine learning to discover the patterns of lead conversion in your business, and predict which leads to prioritize.  The lead score appears in the Einstein component on lead detail pages. The component also shows sales reps which lead fields have the greatest positive (1) or negative (2) influence on its score.

When you or your users add the Score field to list views, hovering over a score (1) displays the insights (2) behind the score.

The Lead Score is a field on Lead object and is available in Classic Salesforce as well.  The rest of the features discussed below are Lightning components, so they are not directly available in Classic.  At the time of writing of this blog, it is still unclear if these lightning components can be made to be available in Classic.

2. Lead Insights: Lead Insights periodically re-analyzes your historical leads and updates the scores for your current leads accordingly. Lead Insights includes a dashboard with reports that show key lead score metrics for your org.

• Average Lead Score by Lead Source
• Conversion Rate by Lead Score
• Lead Score Distribution: Converted and Lost Opportunities

3. Opportunity Insights: With Opportunity Insights, Einstein users get predictions about which deals are likely to be won, reminders to follow-up, and notifications when key moments in a deal take place, shown on the Home page, opportunity records, and in list views too!

Here’s an example of Opportunity Record Page

All these views can be configured and also the kinds of Insights can also be chosen:

• Deal Predictions: See predictions based on recent activity and existing opportunity data, such as whether a deal is more or less likely to close, or if a deal seems unlikely to close in time.
• Follow-Up Reminders: Get reminders to follow-up when a contact hasn’t responded in a while, or if there hasn’t been any communication related to an important opportunity for a significant period of time.
• Key Moments: Get notified when key moments related to a deal take place, such as when a contact mentions a competitor or is leaving their company.

4. Account Insights: Account Insights appear in the Einstein component on account records and the Home page. With Account Insights, your team stays informed about key business developments that affect their customers.

• Account Record Page: Each Account record shows up to three insights, and each insight shows up to three of the most relevant articles. All Einstein users with access to the record can see the insights.

• Home Page: On the Home page, Einstein users see insights based on the accounts they own and the accounts of which they’re an account team member.

5. Salesforce Inbox – Automated Activity Capture: With Automated Activity Capture, Einstein users can connect their email and calendar to Salesforce. Then, their emails and events are automatically added to related Salesforce records and used by Einstein to generate insights. This feature is new in Lightning Experience.

6. Salesforce Inbox – Einstein Analytics: Each Sales Cloud Einstein org gets five Wave app permission set licenses. If you assign the permission set license to a user, they can access the activity reports from the Einstein Analytics tab.

Read the highlights from All of the Spring 17 updates here.

What’s new in Reports & Dashboards in Lightning Experience this Spring 17, click here.

For Lightning App Builder specific updates in Spring 17, check here.