Opportunity scoring versus grading
Key Takeaway
Einstein Opportunity Scoring predicts how likely an opportunity is to be won. Account Engagement grading shows how well a lead fits your ideal customer profile.
Einstein Opportunity Scoring and Account Engagement grading both help teams decide where to spend their time, but they answer different questions about different records. Einstein Opportunity Scoring uses machine learning to score opportunities, and grading uses profiles to grade leads.
How opportunity scoring and grading differ
| Einstein Opportunity Scoring | Account Engagement grading | |
|---|---|---|
| Records | Opportunities | Leads |
| Result | A score from 1 to 99 | A letter grade from F (worst) to A+ (best) |
| What it shows | How likely the opportunity is to be won | How well the lead fits your ideal customer profile |
Reps can use the score to focus on the opportunities most likely to close. A grade measures fit because a lead that is active and interested is not always a good fit for your business.