For millions of users globally, Salesforce has provided the ideal platform to access operations reports and customized dashboards for a quick view of data. It has helped with understanding performances and communicating results to all stakeholders. But, with the volume of customer data growing substantially each year, exploring all of it thoroughly has become difficult.
To deal with this challenge Salesforce introduced Einstein Analytics, which integrates Cloud analytics and Salesforce Customer Relationship Management (CRM), enabling millions of users to harness the power of advanced analytics with Artificial Intelligence (AI). With this, organizations have enabled their sales teams – from sales representatives to agents, marketers, and analysts – with better insights from all their customer interactions. There is no need for complex mathematics models, algorithms, or experts.
With Einstein Analytics, Salesforce customers are now able to move forward with advanced analytics-related apps that are in-built with Salesforce. Einstein Analytics provides a gamut of context-specific, easy-to-use analytics apps that allow every CRM user the ability to explore data seamlessly and gain insights. This can be something as simple as a sales pipeline dashboard or even complex forecast-related decision-making. Powered by the new AI-driven Einstein Discovery, Einstein Analytics apps can analyze data combinations in the billions to extract predictive insights and offer prescriptive solutions. Created on what is regarded as the world’s best CRM platform, every user will now be able to harness several opportunities from their data for better customer interactions.
Let us examine Einstein Analytics and what it brings to the table for organizations:
What is Einstein Analytics?
Salesforce Einstein Analytics is an analytical tool, based on the Cloud that enables Salesforce users to collate, understand and visualize data arriving from multiple sources. These sources can be Salesforce, ERPs, data warehouses or log files. With Einstein Analytics, a user can combine information from multiple sources and effectively analyze the resulting massive volumes of data to produce strong insights. Einstein Analytics utilizes AI, Machine Learning (ML), and predictive modeling to implement its many capabilities.
The important part about Einstein Analytics is that it makes well-analyzed answers immediately available to any business questions being asked. This helps sales teams work smarter with their customers.
What Does Salesforce Einstein Analytics Offer?
Here’s a look at what Salesforce Einstein Analytics offers to companies looking to achieve their business goals.
Enables Better Decision-Making: The Salesforce Einstein Analytics tool is the perfect way to ensure accountability among employees. It has a simple, easy-to-use interface making it universally accessible to all team members. Such accessibility helps the team take action from a single point. Such accountability helps in streamlining operations and creating proactive decision-makers.
Enables Powerful Results: To have the right actionable steps, a business requires insightful data. Salesforce Einstein allows data to be sourced and analysed from multiple locations, ensuring strong insights. Sources can be from SAP, AWS, or Google BigQuery. This makes the tool versatile and convenient. Combining all data received ensures powerful results, which in terms enables better decision-making.
In-Depth Discovery: Salesforce Einstein Analytics examines what has happened and aids in understanding what may take place in the future. From all the data that is provided to the app, the Discovery tool will be able to produce predictive insights, ensuring a clearer understanding of the future.
This same discovery can help in providing insightful information into consumer behavior. For example, if data shows that your potential customer needs to be nudged to complete a purchase in his cart, the Einstein Analytics tool with add-ons from Salesforce will be able to spot such consumers. A business can then tweak its site to enable easier access and better visibility to the payment page.
Personalized Experience: Personalization is a key feature on offer by Salesforce. With Einstein Analytics, it helps make this feature stronger.
What Does Einstein Analytics Provide Its Customers?
With this understanding of what Einstein Analytics is and what it offers, here is a look at what it provides its users.
Sales, Service, Marketing-Related Analytical Apps: The reason Salesforce CRM is the most highly rated CRM software in the industry today is because of role-specific, native analytics apps that helped ease data accessibility. It enabled better exploration of data and strategic actionable opportunities for all users. Einstein Analytics apps, when introduced into Salesforce, come configured with built-in specific role key performance indicators (KPIs). This gives Salesforce users an intuitive, easy-to-use way to dig deep into the latest data available and discover insights and enable collaboration and immediate action for any device.
With sales analytics, sales professionals can prepare forecasts, manage their pipelines, and enhance team performance. Service Analytics helps both service agents and call center managers enhance their customer satisfaction levels, increase agent efficiency and ensure the optimization of channels. The presence of B2B Marketing Analytics ensures marketers have data-backed insights into customer engagement, potential pipelines, and the success or otherwise of a campaign. Users can also create and customize analytics apps to their requirements on the Salesforce platform. This can be done, with new and currently available analytics app designer, visual data prep, and external data connectors.
New Einstein Discovery and Actionable AI: Einstein Discovery allows users to work out scores of statistical checks to ascertain the validity of every trend spotted. It backs up every trend identified with logical explanations that are provided in an easy-to-comprehend language.
The analytics process is further enhanced with Einstein Discovery’s assisted recommendations. It also assists CRM users with quick communication of findings by auto-generating slide presentations with easy visualizations and talk points.
Take, for example, the Sales Analytics app, which can analyze several thousand deals with help from Einstein Discovery. This activity helps a sales representative know the top three parameters that will have an impact on closing deals. Additionally, Einstein Analytics allows analysts access to the entire model and the algorithms powering its analysis to give a deeper understanding of how these insights and recommendations were arrived at.
Building a Community of Analytics App Creators: Salesforce pushes all its users to create analytics apps quicker and together. There is Trailhead by Salesforce which is an interactive, assisted, and game-based learning platform. Users can also consider AppExchange, globally the biggest business app marketplace. With ISVs, Einstein Analytics can be pushed to do more and take on more roles across sectors and departments, enabling smarter business users.
How Can Einstein Analytics Help Increase Sales?
There are many ways Einstein Analytics works towards increasing sales. Besides providing you with the tools to make informed marketing decisions, it also points out where there may be snags in the process and what may not be working optimally. Here is a look at how Einstein Analytics helps.
Enhance Team Performance: Right from the initial point of contact to the final sale being closed, every data point is made accessible to users on a single dashboard. This provides all members of a sales team with a clear view of every aspect of the sales process. It helps evaluate performance at every level, helping correct any pain points. Einstein Analytics facilitates this, helping assess sales performances.
Precise Forecasting: Einstein Analytics offers several forecasting tools enabling teams to create a strong plan that can be implemented for sales generation. It offers minute details, drilling down to data that tells a team when there is a higher chance of a lead converting and when the chances may be lower.
Whitespace Analysis: This helps a company figure out where the gaps lie in their ongoing operations and ways to create strategies that will help fill these spaces. With the right kind of analytics that Einstein Analytics provides, a team can narrow down on those data points that aid in conducting sales or improving numbers over a sales period.
Managing Pipelines: Einstein Analytics’ provides data updates in real time and this helps the team immediately spot problem areas. With the many areas of data available to a team, they can examine every sales stage to understand its deeper workings. This dynamic view helps a team make better and more informed decisions quickly.
The Power of Automation: Automating work processes not just enhances speed and efficiency, but also productivity. It allows your sales team more time to explore other avenues of business. Automating data entry processes ensures data points are error-free. Salesforce ensures that data remains safe and easily accessible, while your team continues to innovate.
Is Your Company Prepared for Salesforce Einstein Analytics?
Before you get into Salesforce Einstein Analytics, you have to understand if your company is prepared for it. A core aspect of Einstein Analytics’ is its dependency on quality data. This means that unless you have a robust system of data correction, transformation, and enhancement, in all probability the app may not bring in the value-add that you are looking for in your business processes.
This is an issue that largely stems from data being pulled in from multiple source systems. Data has to be cleaned before it can be plugged into Einstein Analytics. Any issues with data will only compound as it moves through the system. Use Salesforce and Email & Calendar integration tools to cleanse the data before it enters the system. With these tools, your company will be able to deal effectively and make the most of Salesforce Einstein Analytics. You will also be able to deal with most data quality issues that plague organizations. Here is how:
Flawed Data Capture: In Salesforce, not all contacts are automatically created and this is a commonly faced issue for Salesforce users. The simplest solution is to have a tool that automatically captures necessary data from various sources – emails, phone calls, and online meetings and subsequently creates Salesforce custom objects based on this information. These custom objects can be under buckets of leads, accounts or opportunities.
Incorrect Auto-Synchronization: Sometimes the auto-sync between the email of clients and Salesforce does not function correctly. To deal with this, sales representatives begin to enter information on their client meetings manually in related Salesforce records. Another issue is that data related to meetings scheduled with Outlook or Gmail do not display with Salesforce and consequently does not show up in the CRM. The way to fix this is to bring in an automatic sync that works both ways, between Salesforce and Outlook / Gmail. This then guarantees that all business-related events are auto-saved to Salesforce.
Lack of Defined Rules to Prevent Data Conflicts: Data entering an organization comes in from multiple sources and channels. What comes in depends on the specifics of the existing business process. Your organization may require customized rules to select what data is stored and what is omitted. Not setting these rules clearly can lead to duplication of data and conflicts within it as well. This can be resolved when you set a sync between emails and calendar events and other important parameters to your custom objects within Salesforce. This gives you complete control of your data.
Einstein Analytics must be fed with real-time data to ensure its ideal implementation. A lack of the latest data will result in unreliable output which will not be beneficial to users. To ensure the accuracy and efficacy of insights from Einstein Analytics, it is important to guarantee the quality of data going into it.
Contextualizing Salesforce Analytics
Once you have addressed all the data issues, as outlined above, then you can be sure that your business is now ready to integrate Salesforce Einstein Analytics into workflows. It is important to place Salesforce Einstein within the context of your sales team and its workflow. Pairing it with another detailed tool encourages your teams to understand how it helps them action things better. Here is how you can place things in context:
Ensuring AI-Forecasting: Highlight its ability to be an analytical tool that supports sales forecasts by basing insights on real-time data. Explain how risks can be assessed in the process and how forecasts can be made with comparative charts of periods. The quality of actionable insights available for the team must be showcased.
Smart Guidance on Deals: Showcase how it functions as an effective analytical solution that spots silent deals and recommends to sales representatives how these can be activated. With the right actionable insights that the analytics app provides, representatives will be given the best way to activate a deal.
Complete Visibility of the Pipeline: With analytics, there is a clear visualization of your pipeline at all times. Representatives are provided with recommendations on how to move things forward. Every sales metric can be examined through the process ensuring transparency.
The integration of cloud analytics and Salesforce CRM using Einstein Analytics empowers organizations.The sales team of any company can benefit immensely from the power of forecasting clarity, enhanced opportunity analytics, and the power of predictive insights in boosting revenue and closing deals faster. However, before you integrate an analytical tool like Einstein Analytics, you have to narrow down any drawbacks with data and eliminate them. Once this is done, Einstein can be incorporated into workflows seamlessly and be paired with other tools for enhanced productivity.