Salesforce introduces Sales Cloud Einstein Forecasting

Salesforce has announced the next generation of Sales Cloud Einstein, bringing AI to every step of the sales cycle, from building pipeline and closing deals, to growing the business. With the new Einstein Forecasting, sales leaders gain visibility and intelligence to more accurately predict sales revenue at every stage in the sales cycle.

From the head of sales to the CFO, Einstein Forecasting delivers a breakthrough innovation that drives business predictability. Sales leaders still rely upon incomplete spreadsheets and antiquated systems to forecast sales projections, resulting in inaccurate forecasts, underperformance and a disconnected business. In fact, less than half of deals close as forecasted, leading to missed quotas for sales teams and revenue shortfalls.

Einstein Forecasting is a fully automated, out-of-the-box solution that uses all of a company’s historical CRM data to take the guesswork out of forecasting. Combining the art of data mining and science of machine learning, Einstein Forecasting is able to analyze process and understand key factors like seasonality and historical performance to make highly accurate, individualized sales forecasts. Additionally, Einstein Forecasting combines a unique mix of self-learning algorithms that learn individual and team forecasting behaviours, analyzes whether they are consistently optimistic, pessimistic or on target, and then synthesizes an unbiased analysis for the sales leader. Then, Einstein uses special logic to translate the data behind each forecast into human language so sales leaders know what to expect from the pipeline and why.

In addition, Salesforce also introduced Einstein Opportunity Scoring and Einstein Email Insights, ensuring sales reps stay focussed on the most important deals.

· Einstein Opportunity Scoring: Identifies, surfaces and prioritizes the most valuable deals – those with the largest deal size, most executive engagement and more – directly within Sales Cloud. Additionally, Einstein continues to monitor deals in progress to identify any high-value deals that may be in jeopardy, keeping sales reps laser-focused on building pipeline and closing more deals. For example, with Einstein Opportunity Scoring a sales rep no longer has to spend countless hours sifting through opportunities. Instead, sales reps are able to focus on the deals most likely to close and add resources to deals that may be at risk.

· Einstein Email Insights: With Einstein Email Insights every sales rep is armed with their own personal email assistant. Powered by natural language processing (NLP), Einstein Email Insights identifies the most important emails and recommends the best action or response, enabling sales reps and leaders to prioritize their inbox and quickly address customer needs. Proactive action and response recommendations enable reps to keep deals moving, from scheduling a meeting to sending a quote. For example, if a sales rep is returning from a full day of customer meetings to an inbox full of emails, they no longer have to dig through their inbox to find the most important emails.

In September 2016, Salesforce introduced Einstein AI to bring the power of artificial intelligence to every business user. Einstein is delivering more than 475 million predictions daily, enabling trailblazers including U.S. Bank, Room&Board, FareCompare, Silverline and Black Diamond to be smarter, more productive and predictive about their businesses. In addition, Einstein Platform Services empowers developers of any skill level to build AI-powered CRM apps using computer vision and natural language processing – with clicks, not code. As Salesforce Einstein’s pace of innovation continues, its Research is focussed on pushing the state-of-the-art in deep learning. Under the leadership of Chief Scientist Dr Richard Socher, the group has published 10 academic papers in its first year, bringing cutting-edge technology to Salesforce customers.

“Salesforce continues to lead the CRM market, delivering innovation, after innovation,” said Adam Blitzer, EVP and GM, Salesforce Sales Cloud. “As we celebrate our first year of Salesforce Einstein, we’re excited to introduce the next generation of Sales Cloud Einstein, an unparalleled sales platform. Now, equipped with predictive and intelligent capabilities, Sales Cloud Einstein has cracked the traditionally flawed forecasting model, bringing AI to every step of the sales cycle.”

Tags: Salesforce, Sales Cloud Einstein Forecasting, ai, Einstein Opportunity Scoring, Einstein Email Insights, Adam Blitzer Salesforce Sales Cloud, salesforce sales cloud, varindia, Sales Cloud Einstein