Hey friends,
Sales Cloud has two families of AI. Sales Cloud Einstein is the predictive side: lead and opportunity scores, Einstein Forecasting and Activity Capture. Einstein for Sales is the generative side: sales emails, call summaries and actions like Summarize Record, mostly through the Einstein for Sales add-on. Knowing which license unlocks which feature is half of the exam questions on this topic.
Predictive and Generative AI is 13% of the Agentforce Sales Consultant exam, and its objectives ask you to pick the right AI capability for a business need. This list comes from Salesforce Help's Einstein Features in Sales Cloud table.
What predictive AI features does Sales Cloud Einstein include?
Sales Cloud Einstein learns from your CRM data and sales activity (Sales Cloud Einstein). Help lists it as available in Performance and Unlimited Editions, and for an extra cost in Enterprise Edition.
| Feature | What it does for reps | License in the Help table |
|---|---|---|
| Einstein Lead Scoring | Scores leads by likeness to past converted leads | Sales Cloud Einstein, Sales Engagement, Account Engagement Advanced |
| Einstein Opportunity Scoring | Scores each opportunity 1 to 99 for likelihood to win, with top factors | Sales Cloud Einstein, Salesforce user license |
| Einstein Forecasting | Predicts forecast results | Sales Cloud Einstein (Salesforce Forecasting and the hierarchy must be on) |
| Einstein Activity Capture | Adds emails and events to related records automatically | Sales Cloud Einstein, Sales Engagement, Revenue Intelligence |
| Email Insights, Recommended Connections | Extra insights built on Activity Capture data | Included with Einstein Activity Capture |
| Einstein Conversation Insights | Analyzes call recordings | Included in Performance and Unlimited, add-on in Enterprise |
Einstein Opportunity Scoring shows its score on the opportunity compact layout, in list views and on the forecasts page, with the factors behind it (Einstein Opportunity Scoring). Because it comes with the Salesforce user license, it's the AI feature most orgs can use without buying anything. Einstein Automated Contacts was scheduled for retirement on February 15, 2025, so don't pick it as an answer for new designs.
Deep dives: Einstein Lead Scoring and Einstein Forecasting vs Collaborative Forecasting.
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These come from the Einstein for Sales add-on, and the call features also need Einstein Conversation Insights. The Help table lists:
- Sales Emails. Drafts emails in Lightning Experience and the Outlook and Gmail integrations.
- Call Summaries, Call Explorer, Sales Signals, Generative Conversation Insights. Built on Conversation Insights recordings.
- Actions: Summarize Record, Create Close Plan, Find Similar Deals, Add Record to Cadence, Create a To-Do, Identify Key Contacts, Identify Contact Role, Log a Call, Review My Day, Send Meeting Request, Get Product Pricing and more.
- Topic groups like Prospect, Manage Deals, Close Deals, Communicate with Customers, Forecast Sales Revenue and Conversation Explorer.
Einstein Coach is listed separately: Einstein for Sales with an Enablement add-on. The Agentforce agents that build on all of this, like Engagement and Sales Coach, are in my Agentforce for Sales post.
How do you set up Sales Cloud Einstein?
Use the Sales Cloud Einstein Setup Assistant (Set Up Sales Cloud Einstein). Setting it up takes Customize Application and Modify All Data. Then assign users the Sales Cloud Einstein Included or Sales Cloud Included Bundle permission set, set up Einstein Activity Capture (reps connect email and calendar), and turn on each scoring and forecasting feature.
Before you start, check the data requirements in Prepare for Sales Cloud Einstein. Each feature has its own, such as the 1,000 leads and 120 conversions for lead scoring. Sales Cloud Einstein isn't supported in Government Cloud.
Which Einstein for Sales feature fits each exam scenario?
| Business need | Best fit |
|---|---|
| Reps waste time on cold leads | Einstein Lead Scoring |
| Managers want to know which deals will close, no add-on budget | Einstein Opportunity Scoring |
| Leadership wants an AI prediction to compare against the team's forecast | Einstein Forecasting |
| Reps forget to log emails and meetings | Einstein Activity Capture |
| Reps spend too long writing follow-up emails | Einstein for Sales: Sales Emails |
| Managers can't listen to every call | Conversation Insights with Call Summaries |
AI features only work as well as the data and trust settings behind them. My post on the Einstein Trust Layer explains how generative features handle data. The full objective list is in the Agentforce Sales Consultant study guide.
Nick Frates, a senior Salesforce developer with 17 certifications, built the Agentforce Sales Consultant Cert Lab at nickfrates.com: rapid-fire practice tests with every answer explained, $9.99 for 12 months (Admin is free).
FAQ
Is Einstein for Sales the same as Sales Cloud Einstein?
No. Sales Cloud Einstein is the predictive license (scoring, forecasting). Einstein for Sales is the generative add-on (emails, summaries, actions).
Which Einstein feature comes with every Sales Cloud license?
Einstein Opportunity Scoring is listed with the Salesforce user license.
Does Einstein Forecasting need Collaborative Forecasting?
Yes. Help says Salesforce Forecasting and the forecast hierarchy must be enabled.
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Best,
Nick
