EN-CT-EXT-Getting Started- Sales Cloud- Einstein 240321.pdf
BenjaminLi62
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May 16, 2024
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About This Presentation
How to start with Salesforce Sales Cloud Einstein.
Slide Content
Getting Started:
Sales Cloud
Einstein
Sales Cloud
Einstein
Forward-Looking Statements
This presentation contains forward-looking statements about, among other things, trend analyses and future events, future financial performance, anticipated growth, industry
prospects, environmental, social and governance goals, and the anticipated benefits of acquired companies. The achievement or success of the matters covered by such
forward-looking statements involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, Salesforce’s
results could differ materially from the results expressed or implied by these forward-looking statements. The risks and uncertainties referred to above include those factors
discussed in Salesforce’s reports filed from time to time with the Securities and Exchange Commission, including, but not limited to: the impact of, and actions we may take in
response to, the COVID-19 pandemic, related public health measures and resulting economic downturn and market volatility; our ability to maintain security levels and service
performance meeting the expectations of our customers, and the resources and costs required to avoid unanticipated downtime and prevent, detect and remediate performance
degradation and security breaches; the expenses associated with our data centers and third-party infrastructure providers; our ability to secure additional data center capacity; our
reliance on third-party hardware, software and platform providers; the effect of evolving domestic and foreign government regulations, including those related to the provision of
services on the Internet, those related to accessing the Internet, and those addressing data privacy, cross-border data transfers and import and export controls; current and
potential litigation involving us or our industry, including litigation involving acquired entities such as Tableau Software, Inc. and Slack Technologies, Inc., and the resolution or
settlement thereof; regulatory developments and regulatory investigations involving us or affecting our industry; our ability to successfully introduce new services and product
features, including any efforts to expand our services; the success of our strategy of acquiring or making investments in complementary businesses, joint ventures, services,
technologies and intellectual property rights; our ability to complete, on a timely basis or at all, announced transactions; our ability to realize the benefits from acquisitions,
strategic partnerships, joint ventures and investments, including our July 2021 acquisition of Slack Technologies, Inc., and successfully integrate acquired businesses and
technologies; our ability to compete in the markets in which we participate; the success of our business strategy and our plan to build our business, including our strategy to be a
leading provider of enterprise cloud computing applications and platforms; our ability to execute our business plans; our ability to continue to grow unearned revenue and
remaining performance obligation; the pace of change and innovation in enterprise cloud computing services; the seasonal nature of our sales cycles; our ability to limit customer
attrition and costs related to those efforts; the success of our international expansion strategy; the demands on our personnel and infrastructure resulting from significant growth
in our customer base and operations, including as a result of acquisitions; our ability to preserve our workplace culture, including as a result of our decisions regarding our current
and future office environments or work-from-home policies; our dependency on the development and maintenance of the infrastructure of the Internet; our real estate and office
facilities strategy and related costs and uncertainties; fluctuations in, and our ability to predict, our operating results and cash flows; the variability in our results arising from the
accounting for term license revenue products; the performance and fair value of our investments in complementary businesses through our strategic investment portfolio; the
impact of future gains or losses from our strategic investment portfolio, including gains or losses from overall market conditions that may affect the publicly traded companies
within our strategic investment portfolio; our ability to protect our intellectual property rights; our ability to develop our brands; the impact of foreign currency exchange rate and
interest rate fluctuations on our results; the valuation of our deferred tax assets and the release of related valuation allowances; the potential availability of additional tax assets in
the future; the impact of new accounting pronouncements and tax laws; uncertainties affecting our ability to estimate our tax rate; uncertainties regarding our tax obligations in
connection with potential jurisdictional transfers of intellectual property, including the tax rate, the timing of the transfer and the value of such transferred intellectual property;
uncertainties regarding the effect of general economic and market conditions; the impact of geopolitical events; uncertainties regarding the impact of expensing stock options and
other equity awards; the sufficiency of our capital resources; our ability to comply with our debt covenants and lease obligations; and the impact of climate change, natural
disasters and actual or threatened public health emergencies, including the ongoing COVID-19 pandemic.
092821
This presentation contains forward-looking statements about, among other things, trend analyses and future events, future financial performance, anticipated growth, industry
prospects, environmental, social and governance goals, and the anticipated benefits of acquired companies. The achievement or success of the matters covered by such
forward-looking statements involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, Salesforce’s
results could differ materially from the results expressed or implied by these forward-looking statements. The risks and uncertainties referred to above include those factors
discussed in Salesforce’s reports filed from time to time with the Securities and Exchange Commission, including, but not limited to: the impact of, and actions we may take in
response to, the COVID-19 pandemic, related public health measures and resulting economic downturn and market volatility; our ability to maintain security levels and service
performance meeting the expectations of our customers, and the resources and costs required to avoid unanticipated downtime and prevent, detect and remediate performance
degradation and security breaches; the expenses associated with our data centers and third-party infrastructure providers; our ability to secure additional data center capacity; our
reliance on third-party hardware, software and platform providers; the effect of evolving domestic and foreign government regulations, including those related to the provision of
services on the Internet, those related to accessing the Internet, and those addressing data privacy, cross-border data transfers and import and export controls; current and
potential litigation involving us or our industry, including litigation involving acquired entities such as Tableau Software, Inc. and Slack Technologies, Inc., and the resolution or
settlement thereof; regulatory developments and regulatory investigations involving us or affecting our industry; our ability to successfully introduce new services and product
features, including any efforts to expand our services; the success of our strategy of acquiring or making investments in complementary businesses, joint ventures, services,
technologies and intellectual property rights; our ability to complete, on a timely basis or at all, announced transactions; our ability to realize the benefits from acquisitions,
strategic partnerships, joint ventures and investments, including our July 2021 acquisition of Slack Technologies, Inc., and successfully integrate acquired businesses and
technologies; our ability to compete in the markets in which we participate; the success of our business strategy and our plan to build our business, including our strategy to be a
leading provider of enterprise cloud computing applications and platforms; our ability to execute our business plans; our ability to continue to grow unearned revenue and
remaining performance obligation; the pace of change and innovation in enterprise cloud computing services; the seasonal nature of our sales cycles; our ability to limit customer
attrition and costs related to those efforts; the success of our international expansion strategy; the demands on our personnel and infrastructure resulting from significant growth
in our customer base and operations, including as a result of acquisitions; our ability to preserve our workplace culture, including as a result of our decisions regarding our current
and future office environments or work-from-home policies; our dependency on the development and maintenance of the infrastructure of the Internet; our real estate and office
facilities strategy and related costs and uncertainties; fluctuations in, and our ability to predict, our operating results and cash flows; the variability in our results arising from the
accounting for term license revenue products; the performance and fair value of our investments in complementary businesses through our strategic investment portfolio; the
impact of future gains or losses from our strategic investment portfolio, including gains or losses from overall market conditions that may affect the publicly traded companies
within our strategic investment portfolio; our ability to protect our intellectual property rights; our ability to develop our brands; the impact of foreign currency exchange rate and
interest rate fluctuations on our results; the valuation of our deferred tax assets and the release of related valuation allowances; the potential availability of additional tax assets in
the future; the impact of new accounting pronouncements and tax laws; uncertainties affecting our ability to estimate our tax rate; uncertainties regarding our tax obligations in
connection with potential jurisdictional transfers of intellectual property, including the tax rate, the timing of the transfer and the value of such transferred intellectual property;
uncertainties regarding the effect of general economic and market conditions; the impact of geopolitical events; uncertainties regarding the impact of expensing stock options and
other equity awards; the sufficiency of our capital resources; our ability to comply with our debt covenants and lease obligations; and the impact of climate change, natural
disasters and actual or threatened public health emergencies, including the ongoing COVID-19 pandemic.
092821
What You’ll Need
One of these licenses:
✓Sales Cloud Unlimited Edition (UE)
✓Sales Cloud Performance Edition (PE)
✓Sales Cloud High Velocity Sales (legacy license)
✓Sales Cloud Enterprise edition with Sales
Enablement Add-on License
●At least 30 business
accounts in use
●At least 20 opportunities
closed in the last 6 months
All Data Requirements
Data Requirements
RESOURCES: Sales Cloud Einstein
●Learn about the features,
how they work, and the
value they provide. Next,
prioritize features to rollout.
●Trailhead: Sales Cloud
Einstein Trailhead Module
Understand Sales Cloud
Einstein Features
Review the following:
●Sales Cloud Einstein & Sandbox
●Run the Sales Cloud Einstein
Readiness Assessor
●Manage Data Policies for
Einstein Features
Determine How to Set Up
Einstein for your Business
Considerations for Setting Up
Sales Cloud Einstein
Review Requirements &
Limitations**
**Sales Cloud Einstein in UE does not include Opportunity Insights, Account Insights, and Sales Analytics
One of these licenses:
✓Sales Cloud Unlimited Edition (UE)
✓Sales Cloud Performance Edition (PE)
✓Sales Cloud High Velocity Sales (legacy license)
✓Sales Cloud Enterprise edition with Sales
Enablement Add-on License
●At least 30 business
accounts in use
●At least 20 opportunities
closed in the last 6 months
All Data Requirements
Data Requirements
RESOURCES: Sales Cloud Einstein
●Learn about the features,
how they work, and the
value they provide. Next,
prioritize features to rollout.
●Trailhead: Sales Cloud
Einstein Trailhead Module
Understand Sales Cloud
Einstein Features
Review the following:
●Sales Cloud Einstein & Sandbox
●Run the Sales Cloud Einstein
Readiness Assessor
●Manage Data Policies for
Einstein Features
Determine How to Set Up
Einstein for your Business
Considerations for Setting Up
Sales Cloud Einstein
Review Requirements &
Limitations**
**Sales Cloud Einstein in UE does not include Opportunity Insights, Account Insights, and Sales Analytics
Agenda
01
Run Your Business Better with Sales Cloud Einstein
See a demo of Einstein Readiness Report.
02
Email Integration
We’ll cover Einstein Activity Capture, Inbox, and Email Insights.03
Einstein Forecasting
See a demo of Einstein Forecasting.04
Sales Cloud Einstein Feature Overview
See a demo of Lead and Opportunity Scoring.
Einstein Analytics
See how you are doing.05
Deployment Strategies
Key recommendations.06
Next Steps
Where to go from here.07
01
Run Your Business Better with Sales Cloud Einstein
See a demo of Einstein Readiness Report.
02
Email Integration
We’ll cover Einstein Activity Capture, Inbox, and Email Insights.03
Einstein Forecasting
See a demo of Einstein Forecasting.04
Sales Cloud Einstein Feature Overview
See a demo of Lead and Opportunity Scoring.
Einstein Analytics
See how you are doing.05
Deployment Strategies
Key recommendations.06
Next Steps
Where to go from here.07
Run Your Business
Better with Sales
Cloud Einstein
Better with Sales
Cloud Einstein
Sales Teams Face Rapidly Changing Business Dynamics
●Limited sales visibility
●Inaccurate forecasts
●Generic and sporadic
unactionable data
68%
Of sales leaders say
their processes
struggle to follow a
data-driven culture
The need for data-driven sales insights is stronger than ever
Sources:1)New Vantage Partners, 2018; 2)TOPO, 2019; 3)Gartner, April 2020
●Limited sales visibility
●Inaccurate forecasts
●Generic and sporadic
unactionable data
68%
Of sales leaders say
their processes
struggle to follow a
data-driven culture
The need for data-driven sales insights is stronger than ever
Sources:1)New Vantage Partners, 2018; 2)TOPO, 2019; 3)Gartner, April 2020
Let’s See How It All Comes Together
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In the video recording, this slide will not
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NOTE: This slide will appear in the PDF.,
In the video recording, this slide will not
show; the player will simply show this
existing video as its own chapter.
Turn data into actionable insights for every sales motion
Intelligence Must Fuel Decision Making and Productivity
AI-driven
automation
Automatic data
capture
Business News
CRM Data
Meeting Info
Call Notes
Email
Contact Data
New Leads
Sales rep engagement levels
Leads with highest potential
Opportunity health indicators
Actions correlated to winning deals
Critical forecast signals
Structured & Unstructured Data Actionable Sales InsightsStructured & Unstructured Data Actionable Sales Insights
Intelligence Must Fuel Decision Making and Productivity
AI-driven
automation
Automatic data
capture
Business News
CRM Data
Meeting Info
Call Notes
Contact Data
New Leads
Sales rep engagement levels
Leads with highest potential
Opportunity health indicators
Actions correlated to winning deals
Critical forecast signals
Structured & Unstructured Data Actionable Sales InsightsStructured & Unstructured Data Actionable Sales Insights
Use Case: Need to Create a
Data-Driven Sales Culture
Meet Max, they are a Sales Operations
Manager at One Media, a global
manufacturing company.
Today Max needs to:
●Determine lead potential and opportunity
health to drive faster conversion rates
●Auto capture data and surface any key
moments to focus their sales efforts on the
highest impact deals
●Understand which Einstein options for the
Sales Cloud they could enable
Data-Driven Sales Culture
Meet Max, they are a Sales Operations
Manager at One Media, a global
manufacturing company.
Today Max needs to:
●Determine lead potential and opportunity
health to drive faster conversion rates
●Auto capture data and surface any key
moments to focus their sales efforts on the
highest impact deals
●Understand which Einstein options for the
Sales Cloud they could enable
Go to the Assessor
einsteinreadiness.salesforce.com
or Setup
Click the button
“Assess Your Sales Cloud
Einstein Readiness”
Get a detailed report
In a few minutes, details will be
sent to your admin’s email
11
2
3
Max checks their Salesforce org’s eligibility
Demo: Get a Personalized Einstein Readiness Report
einsteinreadiness.salesforce.com
or Setup
Click the button
“Assess Your Sales Cloud
Einstein Readiness”
Get a detailed report
In a few minutes, details will be
sent to your admin’s email
11
2
3
Max checks their Salesforce org’s eligibility
Demo: Get a Personalized Einstein Readiness Report
Determine who can use Sales Cloud Einstein (SCE)
RESOURCE: Select Who Can Use Sales Cloud Einstein
ADMIN CLICK PATH:
Setup > Einstein Sales > Assisted Setup >
Assign Permission Set > Sales Cloud Einstein >
Manage Users
Setting Up Set for Sales Cloud Einstein
RESOURCE: Select Who Can Use Sales Cloud Einstein
ADMIN CLICK PATH:
Setup > Einstein Sales > Assisted Setup >
Assign Permission Set > Sales Cloud Einstein >
Manage Users
Setting Up Set for Sales Cloud Einstein
Sales Cloud
Einstein Feature
Overview
Einstein Feature
Overview
Einstein for Sales
Einstein for Service
Einstein for Commerce
Einstein for Marketing
Einstein Search
Einstein Vision
Einstein Language
Einstein Prediction Builder
Einstein Discovery
Einstein Next Best Action
Salesforce Users
are more productive with AI
Admins & Devs
can build AI-powered apps
Intelligence Across the Customer 360
Salesforce Einstein
Einstein for Service
Einstein for Commerce
Einstein for Marketing
Einstein Search
Einstein Vision
Einstein Language
Einstein Prediction Builder
Einstein Discovery
Einstein Next Best Action
Salesforce Users
are more productive with AI
Admins & Devs
can build AI-powered apps
Intelligence Across the Customer 360
Salesforce Einstein
PROSPECT QUALIFY VALIDATE PROPOSE CLOSE
Predictive lead
scoring
Prioritizes your leads
Account and
opportunity insights
Flags news and trends that
could affect deals
Predictive
forecasting
Improves your
forecast accuracy
Predictive
opportunity scoring*
Prioritizes your
opportunities
Recommended
connections
Finds best path to
warm introductions
Dashboards
and reports
Visualizes and
analyzes sales
data
Email insights*
Highlights important
email conversations
AUTOMATIC DATA CAPTURE** | ACTIVITY METRICS | ACTIVITY DASHBOARD
SALESFORCE CUSTOMER 360 PLATFORM
includes:
Einstein Next Best Action*** | Einstein Prediction Builder**** | Einstein Search (beta)
ENGAGEMENT ASSISTANT (SALESFORCE INBOX)
Throughout the complete sales cycle
* Included with Sales Cloud Enterprise Edition and up
**Sales Cloud Einstein in Unlimited Edition does not include Opportunity
Insights, Account Insights, and Sales Analytics
Einstein Helps Your Reps Make Data-Driven Decisions
Predictive lead
scoring
Prioritizes your leads
Account and
opportunity insights
Flags news and trends that
could affect deals
Predictive
forecasting
Improves your
forecast accuracy
Predictive
opportunity scoring*
Prioritizes your
opportunities
Recommended
connections
Finds best path to
warm introductions
Dashboards
and reports
Visualizes and
analyzes sales
data
Email insights*
Highlights important
email conversations
AUTOMATIC DATA CAPTURE** | ACTIVITY METRICS | ACTIVITY DASHBOARD
SALESFORCE CUSTOMER 360 PLATFORM
includes:
Einstein Next Best Action*** | Einstein Prediction Builder**** | Einstein Search (beta)
ENGAGEMENT ASSISTANT (SALESFORCE INBOX)
Throughout the complete sales cycle
* Included with Sales Cloud Enterprise Edition and up
**Sales Cloud Einstein in Unlimited Edition does not include Opportunity
Insights, Account Insights, and Sales Analytics
Einstein Helps Your Reps Make Data-Driven Decisions
6 months of
lead data
Standard and
custom field
Deliver predictive scores
Scoring equation
conversion probability =
f{lead fields}
How Einstein Lead Scoring Works
Build the
model monthly
Score and re-score
leads hourly
96
J.D. Harrison
Waller Corporation
lead data
Standard and
custom field
Deliver predictive scores
Scoring equation
conversion probability =
f{lead fields}
How Einstein Lead Scoring Works
Build the
model monthly
Score and re-score
leads hourly
96
J.D. Harrison
Waller Corporation
How Einstein Opportunity Scoring Works
All standard and custom
fields in opportunity object
Events and tasks related
to opportunities
Deliver predictive scores
Scoring equation
conversion probability =
f{opportunity fields}
Build the
model every 10 days
Model application
4 times/day
96
Oppty: 50 Units
Waller Corporation
All standard and custom
fields in opportunity object
Events and tasks related
to opportunities
Deliver predictive scores
Scoring equation
conversion probability =
f{opportunity fields}
Build the
model every 10 days
Model application
4 times/day
96
Oppty: 50 Units
Waller Corporation
Email Integration
We’ll cover Einstein Activity Capture,
Inbox, and Email Insights.
We’ll cover Einstein Activity Capture,
Inbox, and Email Insights.
Automatically Capture Valuable Customer Activity
With Einstein Activity Capture, data is stored in your Salesforce instance
RESOURCE: Einstein Activity Capture
Users log emails and events
on specific records and
create contacts manually.
Manual Automated
Automatic capture of emails and
events and association to records.
Contacts sync automatically.
With Einstein Activity Capture, data is stored in your Salesforce instance
RESOURCE: Einstein Activity Capture
Users log emails and events
on specific records and
create contacts manually.
Manual Automated
Automatic capture of emails and
events and association to records.
Contacts sync automatically.
Salesforce Inbox
Capture and sync email data effortlessly
Capture relevant data with ease and simplify
data entry
Augment email with CRM insights
Place customer information where reps spend
most of their time
Customize email to your sales process
Build different side panel layouts as Lightning
pages with App Builder, and customize by
profile
Transform email into a powerful selling
tool
Drive responsiveness and speed with
specialized sales engagement tools
The easiest path to user adoption and
sales productivity at no additional charge
Capture and sync email data effortlessly
Capture relevant data with ease and simplify
data entry
Augment email with CRM insights
Place customer information where reps spend
most of their time
Customize email to your sales process
Build different side panel layouts as Lightning
pages with App Builder, and customize by
profile
Transform email into a powerful selling
tool
Drive responsiveness and speed with
specialized sales engagement tools
The easiest path to user adoption and
sales productivity at no additional charge
Einstein Email Insights
Identify the most important emails
Intelligent insights highlight urgent
customer interactions
Take action, fast
Proactive, smart recommendations
quickly address customer needs
Sell smarter, anywhere
AI embedded into Outlook, Gmail,
and Mobile email apps and Timeline
in Lightning
Prioritize your inbox with actionable
intelligence
Identify the most important emails
Intelligent insights highlight urgent
customer interactions
Take action, fast
Proactive, smart recommendations
quickly address customer needs
Sell smarter, anywhere
AI embedded into Outlook, Gmail,
and Mobile email apps and Timeline
in Lightning
Prioritize your inbox with actionable
intelligence
Recommended
Connections, Powered
by Einstein
Identify network connections
Identify who in your Salesforce organization is
already connected with key contacts
Calculate relationship strength
Quickly determine which of your colleagues is
most engaged with your contacts
Facilitate quick connections
Reach out or review the profile of a recommended
connection quickly
Find new paths to key contacts
Connect smarter with
Recommended
Connections
Connections, Powered
by Einstein
Identify network connections
Identify who in your Salesforce organization is
already connected with key contacts
Calculate relationship strength
Quickly determine which of your colleagues is
most engaged with your contacts
Facilitate quick connections
Reach out or review the profile of a recommended
connection quickly
Find new paths to key contacts
Connect smarter with
Recommended
Connections
Holt-Winters & Monte-Carlo
Forecast Categories Linear
Regression
Gradient Boosting Opportunity
Features
Bottom-Up Opportunity Predictions
All opportunity
object fields
Record changes
(e.g., frequency, amount)
Activities
(e.g., meetings, emails)
Personas
(e.g., rep tenure, title,
tendencies)
Model creation and tournaments
take place once a month
New predictions are created six times a day
*First model creation cycle takes up to 24 hours
Revenue predictions at
team level
Confidence range
Waterfall breakdown
Top factors
Most accurate model for each sales
team automatically applied
How Einstein Forecasting Works
Automated
Tournament of Models
Forecast Categories Linear
Regression
Gradient Boosting Opportunity
Features
Bottom-Up Opportunity Predictions
All opportunity
object fields
Record changes
(e.g., frequency, amount)
Activities
(e.g., meetings, emails)
Personas
(e.g., rep tenure, title,
tendencies)
Model creation and tournaments
take place once a month
New predictions are created six times a day
*First model creation cycle takes up to 24 hours
Revenue predictions at
team level
Confidence range
Waterfall breakdown
Top factors
Most accurate model for each sales
team automatically applied
How Einstein Forecasting Works
Automated
Tournament of Models
Einstein Analytics
See how you are doing.
See how you are doing.
Sales Analytics
Track the most important sales metrics
Get started fast with more than 40 pre-built KPIs
Share personalized dashboards
Distribute intelligence easily with 20+ dashboards
designed for reps, managers, and execs
Take action on records within reports
Collaborate, create, and update Sales Cloud records from
the point of insight
Sell smarter, anywhere
Access reports and dashboards on your mobile device
*Source: Salesforce Customer Relationship
Survey conducted 2017 among 10,500
customers randomly selected. Response
sizes per question vary.
Sales performance insight has
never been easier
LIGHTNING
ONLY
Increase in business
user productivity *
+31%
Track the most important sales metrics
Get started fast with more than 40 pre-built KPIs
Share personalized dashboards
Distribute intelligence easily with 20+ dashboards
designed for reps, managers, and execs
Take action on records within reports
Collaborate, create, and update Sales Cloud records from
the point of insight
Sell smarter, anywhere
Access reports and dashboards on your mobile device
*Source: Salesforce Customer Relationship
Survey conducted 2017 among 10,500
customers randomly selected. Response
sizes per question vary.
Sales performance insight has
never been easier
LIGHTNING
ONLY
Increase in business
user productivity *
+31%
Actionable Insights
Get actionable, personalized insight to help keep
your sales team on track.
Get faster insight with:
●40+ prebuilt KPIs
●Role-based reporting
●Update records and objects directly from Sales
Analytics
●Mobile optimized
●Salesforce native for faster scale
Pre-Built Dashboards
Give your team fast and easy access to 20
pre-built, configurable dashboards with advanced
analytics.
Get instant visibility into:
●Historical pipeline information
●Business trends
●Whitespace
●Einstein Scores
●Leaderboards
●and more!
Pre-built Sales Analytics assets
Get actionable, personalized insight to help keep
your sales team on track.
Get faster insight with:
●40+ prebuilt KPIs
●Role-based reporting
●Update records and objects directly from Sales
Analytics
●Mobile optimized
●Salesforce native for faster scale
Pre-Built Dashboards
Give your team fast and easy access to 20
pre-built, configurable dashboards with advanced
analytics.
Get instant visibility into:
●Historical pipeline information
●Business trends
●Whitespace
●Einstein Scores
●Leaderboards
●and more!
Pre-built Sales Analytics assets
Example — 1 Dashboard, 16 KPIs
CLOSED WON
Total: Closed won YTD
Comparison: Closed won year-over-year (YoY)
Over Time: Closed won by mo. for past 3 years
Goal: Closed won this year vs. last year
WIN RATE
Total: Win rate YTD
Comparison: Win rate YoY
Over Time: Win rate by mo. for past 3 years
Goal: Win rate vs. last year
AVERAGE DEAL AMOUNT
Total: Ave. deal size YTD
Comparison: Ave. deal size YoY
Over Time: Ave. deal size by mo. for past 3 years
Goal: Ave. deal size vs. last year
AVERAGE DAYS IN SALES CYCLE
Total: Ave. sales cycle YTD
Comparison: Ave. sales cycle YoY
Over Time: Ave. sales cycle by mo. for past 3 years
Goal: Ave. sales cycle vs. last year
Sales Analytics Home Dashboard
1
2
3
4
RESOURCE: Sales Analytics Dashboard Guide
CLOSED WON
Total: Closed won YTD
Comparison: Closed won year-over-year (YoY)
Over Time: Closed won by mo. for past 3 years
Goal: Closed won this year vs. last year
WIN RATE
Total: Win rate YTD
Comparison: Win rate YoY
Over Time: Win rate by mo. for past 3 years
Goal: Win rate vs. last year
AVERAGE DEAL AMOUNT
Total: Ave. deal size YTD
Comparison: Ave. deal size YoY
Over Time: Ave. deal size by mo. for past 3 years
Goal: Ave. deal size vs. last year
AVERAGE DAYS IN SALES CYCLE
Total: Ave. sales cycle YTD
Comparison: Ave. sales cycle YoY
Over Time: Ave. sales cycle by mo. for past 3 years
Goal: Ave. sales cycle vs. last year
Sales Analytics Home Dashboard
1
2
3
4
RESOURCE: Sales Analytics Dashboard Guide
Deployment
Strategies
Key recommendations.
Strategies
Key recommendations.
A Common Journey to
Implementation and Adoption
Assess org
readiness
Review
readiness
resultsDiscuss
customer
success
resources
Acquire Sales
Cloud Einstein
licenses
Admin enables
in Prod for
self-review
Run small pilot
with trusted
sales leaders
Run periodic
check-ins for
feedback
Incorporate
feedback into
production org
Add more
users
As learned through experiences with other
Salesforce customers
Implementation and Adoption
Assess org
readiness
Review
readiness
resultsDiscuss
customer
success
resources
Acquire Sales
Cloud Einstein
licenses
Admin enables
in Prod for
self-review
Run small pilot
with trusted
sales leaders
Run periodic
check-ins for
feedback
Incorporate
feedback into
production org
Add more
users
As learned through experiences with other
Salesforce customers
Common Deployment Path
Sales Analytics App
Einstein Activity Capture
Salesforce Inbox
Einstein Lead & Opportunity
Scoring
Einstein Opportunity &
Account Insights
Einstein Automated Contacts
Einstein Forecasting
Gain Visibility
& Boost Adoption
Prioritize Deals with
Biggest Impact
Increase
Forecast Accuracy
PHASE 1 PHASE 2 PHASE 3
Sales Analytics App
Einstein Activity Capture
Salesforce Inbox
Einstein Lead & Opportunity
Scoring
Einstein Opportunity &
Account Insights
Einstein Automated Contacts
Einstein Forecasting
Gain Visibility
& Boost Adoption
Prioritize Deals with
Biggest Impact
Increase
Forecast Accuracy
PHASE 1 PHASE 2 PHASE 3
Sales Cloud Einstein
Capability Lightning Classic Which license Includes It
Einstein Automated Contacts Sales Cloud Einstein
Einstein Activity Capture Sales Cloud Einstein, Inbox, High Velocity Sales
Einstein Account Insights Sales Cloud Einstein
Einstein Opportunity Insights Sales Cloud Einstein, Salesforce user license
Einstein Lead Scoring Sales Cloud Einstein, High Velocity Sales, Pardot Advanced
Einstein Opportunity Scoring Sales Cloud Einstein, Salesforce user license
Einstein Email Insights Inbox mobile Included with Einstein Activity Capture
Einstein Forecasting Sales Cloud Einstein
Einstein Forecasting
NOTE: Einstein Activity Capture
Standard is available to up to 100
users who have only a Salesforce
user license.
RESOURCE: Einstein Features in Sales Cloud
Capability Lightning Classic Which license Includes It
Einstein Automated Contacts Sales Cloud Einstein
Einstein Activity Capture Sales Cloud Einstein, Inbox, High Velocity Sales
Einstein Account Insights Sales Cloud Einstein
Einstein Opportunity Insights Sales Cloud Einstein, Salesforce user license
Einstein Lead Scoring Sales Cloud Einstein, High Velocity Sales, Pardot Advanced
Einstein Opportunity Scoring Sales Cloud Einstein, Salesforce user license
Einstein Email Insights Inbox mobile Included with Einstein Activity Capture
Einstein Forecasting Sales Cloud Einstein
Einstein Forecasting
NOTE: Einstein Activity Capture
Standard is available to up to 100
users who have only a Salesforce
user license.
RESOURCE: Einstein Features in Sales Cloud
Max’s Checklist: Benefits from Sales Cloud Einstein
Sell smarter and faster with trusted and ethical intelligence built into Sales Cloud 360
Sales Cloud | Sales Cloud Einstein | Einstein Conversation Insights | High Velocity Sales | Inbox | Einstein Relationship Insights
1
Prioritize
the right actions
2
Engage
with empathy
3
Act
efficiently
4
Accelerate
rep productivity
Deal Intelligence
Quickly understand gaps in your pipeline and focus on the deals most
likely to close
(Close Date Predictions, Einstein Opportunity Scoring)
Engagement Insights
Surface relevant context related to prospects, opportunities, or sales calls
to optimize customer interactions
(Einstein Opportunity Insights, Einstein Conversation Insights)
Recommendations
Take meaningful action tailored to your business
(Einstein Next Best Action)
Automations
Automate mundane tasks and streamlines sales processes
(Einstein Activity Capture)
Sell smarter and faster with trusted and ethical intelligence built into Sales Cloud 360
Sales Cloud | Sales Cloud Einstein | Einstein Conversation Insights | High Velocity Sales | Inbox | Einstein Relationship Insights
1
Prioritize
the right actions
2
Engage
with empathy
3
Act
efficiently
4
Accelerate
rep productivity
Deal Intelligence
Quickly understand gaps in your pipeline and focus on the deals most
likely to close
(Close Date Predictions, Einstein Opportunity Scoring)
Engagement Insights
Surface relevant context related to prospects, opportunities, or sales calls
to optimize customer interactions
(Einstein Opportunity Insights, Einstein Conversation Insights)
Recommendations
Take meaningful action tailored to your business
(Einstein Next Best Action)
Automations
Automate mundane tasks and streamlines sales processes
(Einstein Activity Capture)
Next Steps and
Resources
Where to go from here.
Resources
Where to go from here.
Guidance Center
In-app admin
guidance is always
with you.
Trailhead
Learn new skills
from anywhere.
Success Center
Guided resources by
business outcomes.
Expert Coaching
Targeted
outcome-based
sessions.
Ask-An-Expert
Get real-time answers
and ideas from
experts & peers.
Where Do We Go From Here?
Recommended resources available to accelerate your success
Trailblazer
Community
Learn, connect,
and have fun.
Learn on TrailheadJoin the Community
View the Catalog See Upcoming Sessions
Learn more
View the Success Center
In-app admin
guidance is always
with you.
Trailhead
Learn new skills
from anywhere.
Success Center
Guided resources by
business outcomes.
Expert Coaching
Targeted
outcome-based
sessions.
Ask-An-Expert
Get real-time answers
and ideas from
experts & peers.
Where Do We Go From Here?
Recommended resources available to accelerate your success
Trailblazer
Community
Learn, connect,
and have fun.
Learn on TrailheadJoin the Community
View the Catalog See Upcoming Sessions
Learn more
View the Success Center
Sales Cloud Einstein
Recommended Learning Activities
Need extra help along the way? The Customer Success team is always here for you.
Estimated Time Commitment: 4 hours
START HERE
Learn how to connect your email and
calendar to Salesforce with Einstein
Activity Capture.
WATCH THIS VIDEO 7 min
Setup Einstein Activity
Capture
Get up and running with Sales Cloud
Einstein.
COMPLETE TRAILHEAD 50 min
Sales Cloud Einstein
Rollout Strategies
Discover insights and predict
outcomes with this powerful set of
AI-enhanced features.
COMPLETE TRAILHEAD 40 min
Salesforce Einstein Basics
Learn about all the Sales Cloud Einstein
features by business value.
COMPLETE TRAILHEAD 50 min
Sales Cloud Einstein
Learn how to sync Salesforce and
emails or meetings from Gmail or
Exchange using Einstein Activity
Capture.
WATCH THIS VIDEO 40 min
Set Up Einstein Activity
Capture Expert Coaching
Session
Learn how to get started with the Sales
Analytics App. Our experts provide
guidance about the setup and
configuration process.
OPTIONAL: VIDEO 40 min
Tableau CRM Sales Analytics
Fast Start
Recommended Learning Activities
Need extra help along the way? The Customer Success team is always here for you.
Estimated Time Commitment: 4 hours
START HERE
Learn how to connect your email and
calendar to Salesforce with Einstein
Activity Capture.
WATCH THIS VIDEO 7 min
Setup Einstein Activity
Capture
Get up and running with Sales Cloud
Einstein.
COMPLETE TRAILHEAD 50 min
Sales Cloud Einstein
Rollout Strategies
Discover insights and predict
outcomes with this powerful set of
AI-enhanced features.
COMPLETE TRAILHEAD 40 min
Salesforce Einstein Basics
Learn about all the Sales Cloud Einstein
features by business value.
COMPLETE TRAILHEAD 50 min
Sales Cloud Einstein
Learn how to sync Salesforce and
emails or meetings from Gmail or
Exchange using Einstein Activity
Capture.
WATCH THIS VIDEO 40 min
Set Up Einstein Activity
Capture Expert Coaching
Session
Learn how to get started with the Sales
Analytics App. Our experts provide
guidance about the setup and
configuration process.
OPTIONAL: VIDEO 40 min
Tableau CRM Sales Analytics
Fast Start
Key Resources
Accelerate your path to success
TRAILHEAD
TRAILBLAZER
COMMUNITY
EXPERT COACHING
SESSIONS
ASK-AN-EXPERT
OFFICE HOURS
ADDITIONAL
RESOURCES
Learn new skills from
anywhere.
Salesforce Einstein
Basics
Discover insights and
predict outcomes with this
powerful set of AI-enhanced
features.
Sales Cloud Einstein
Learn about all the Sales
Cloud Einstein features by
business value.
Learn, connect, have
fun, and give back
together.
Salesforce Einstein Group
This group is dedicated to
your success with Salesforce
Einstein and is the best
place to discuss AI built into
the core of the Salesforce
platform.
Targeted, outcome-
based sessions.
Set Up Einstein Activity
Capture
Learn how to sync
Salesforce and emails or
meetings from Gmail or
Exchange using Einstein
Activity Capture.
Einstein Next Best Action
An overview of Einstein
Next Best Action and the
simple five-step process for
setting it up.
Get real-time answers
and ideas from experts
and peers.
Drive Usage with Sales
Cloud
Our experts will answer
questions on Sales Cloud
Einstein features and
capabilities.
Release Readiness
Stay up to date on the latest
and greatest product
enhancements and
innovations.
Release Notes
Explore product
enhancements and new
features.
Learn on TrailheadJoin the Community View the CatalogSee Upcoming Sessions
Accelerate your path to success
TRAILHEAD
TRAILBLAZER
COMMUNITY
EXPERT COACHING
SESSIONS
ASK-AN-EXPERT
OFFICE HOURS
ADDITIONAL
RESOURCES
Learn new skills from
anywhere.
Salesforce Einstein
Basics
Discover insights and
predict outcomes with this
powerful set of AI-enhanced
features.
Sales Cloud Einstein
Learn about all the Sales
Cloud Einstein features by
business value.
Learn, connect, have
fun, and give back
together.
Salesforce Einstein Group
This group is dedicated to
your success with Salesforce
Einstein and is the best
place to discuss AI built into
the core of the Salesforce
platform.
Targeted, outcome-
based sessions.
Set Up Einstein Activity
Capture
Learn how to sync
Salesforce and emails or
meetings from Gmail or
Exchange using Einstein
Activity Capture.
Einstein Next Best Action
An overview of Einstein
Next Best Action and the
simple five-step process for
setting it up.
Get real-time answers
and ideas from experts
and peers.
Drive Usage with Sales
Cloud
Our experts will answer
questions on Sales Cloud
Einstein features and
capabilities.
Release Readiness
Stay up to date on the latest
and greatest product
enhancements and
innovations.
Release Notes
Explore product
enhancements and new
features.
Learn on TrailheadJoin the Community View the CatalogSee Upcoming Sessions
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