# Einstein scoring and predictive forecasting

*Agentforce Sales Consultant Study Guide · Predictive and Generative AI · Last updated October 15, 2026 · https://www.certifyforce.com/study-guide/agentforce-sales-consultant/predictive-and-generative-ai/einstein-scoring-and-predictive-forecasting*

The predictive AI tools in Agentforce Sales: Einstein Lead Scoring (own versus global model, 10-day refresh, read-only score, factors, field exclusion, dashboard), Einstein Opportunity Scoring (1-99 score, where it appears, licensing) and Einstein Forecasting (inputs, data requirements, the Einstein Prediction column), and how to tell predictive from generative AI.

- Certification: Salesforce Agentforce Sales Consultant
- Exam section: Predictive and Generative AI
- Study guide: https://www.certifyforce.com/study-guide/agentforce-sales-consultant

**Official exam objective:**

> Understand what predictive AI tools are available in Agentforce Sales.

## What the exam expects

- Classify Agentforce Sales (formerly Sales Cloud) AI features as predictive (scores and forecasts) or generative (new text).
- Explain how Einstein Lead Scoring builds and refreshes its model, what reps see, and what admins can change.
- Describe Einstein Opportunity Scoring: the 1-99 score, its factors, where it appears and who can use it without a Sales Cloud Einstein license.
- Name Einstein Forecasting's inputs, data requirements and where its prediction appears.

Key terms: **predictive AI** (machine learning that scores or forecasts from historical CRM data); **lead score** (read-only rank of how closely a lead resembles leads that converted); **global model** (a lead scoring model built from anonymous data across many Salesforce customers); **opportunity score** (1-99 likelihood that an opportunity will be won); **Einstein Prediction column** (Einstein Forecasting's predicted amount on the Forecasts page).

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Lead model refresh | Every 10 days | [Einstein Lead Scoring](https://help.salesforce.com/s/articleView?id=einstein_sales_lead_insights.htm&language=en_US&type=5) |
| Global model | Used when leads aren't segmented and conversion data is insufficient | [Einstein Lead Scoring](https://help.salesforce.com/s/articleView?id=einstein_sales_lead_insights.htm&language=en_US&type=5) |
| Lead Score editing | Read-only (lock icon) | [Einstein Lead Scoring](https://help.salesforce.com/s/articleView?id=einstein_sales_lead_insights.htm&language=en_US&type=5) |
| Field exclusion | Admin can tell Einstein not to include a field | [Einstein Lead Scoring](https://help.salesforce.com/s/articleView?id=einstein_sales_lead_insights.htm&language=en_US&type=5) |
| Opportunity score range | 1 to 99, likelihood of winning | [Einstein Opportunity Scoring](https://help.salesforce.com/s/articleView?id=ai.einstein_sales_opportunity_scoring.htm&language=en_US&type=5) |
| Opportunity Scoring licensing | With or without a Sales Cloud Einstein license | [Einstein Opportunity Scoring](https://help.salesforce.com/s/articleView?id=ai.einstein_sales_opportunity_scoring.htm&language=en_US&type=5) |
| Sales Cloud Einstein editions | Performance and Unlimited; extra cost in Enterprise | [Sales Cloud Einstein Scoring](https://help.salesforce.com/s/articleView?id=ai.einstein_sales_scoring_parent.htm&language=en_US&type=5) |
| Forecasting inputs | Past opportunities; account records, history, activities; owner's annual win rates | [Optimize Sales Forecasting with AI (Trailhead)](https://trailhead.salesforce.com/content/learn/modules/sales-forecasting/view-and-set-sales-forecasts) |
| Forecasting history | One opportunity update in each of the past 12 months | [Considerations for Setting Up Einstein Forecasting](https://help.salesforce.com/s/articleView?id=sf.einstein_sales_forecasting_considerations.htm&language=en_US) |
| Prediction basis | Best Case and Commit categories; median per manager's team | [Build a Smarter Pipeline with Einstein Forecasting](https://help.salesforce.com/s/articleView?id=sf.einstein_sales_forecasting.htm&language=en_US&type=5) |

## Check yourself

- Why can a brand-new org see lead scores immediately?
- When will a manager not see a value in the Einstein Prediction column?
- Which three places can show an opportunity score in Lightning Experience?
- Which delivered asset shows how lead scoring is performing?

## Sources

- [Einstein Lead Scoring](https://help.salesforce.com/s/articleView?id=einstein_sales_lead_insights.htm&language=en_US&type=5)
- [Einstein Opportunity Scoring](https://help.salesforce.com/s/articleView?id=ai.einstein_sales_opportunity_scoring.htm&language=en_US&type=5)
- [Sales Cloud Einstein Scoring](https://help.salesforce.com/s/articleView?id=ai.einstein_sales_scoring_parent.htm&language=en_US&type=5)
- [Optimize Sales Forecasting with AI (Trailhead)](https://trailhead.salesforce.com/content/learn/modules/sales-forecasting/view-and-set-sales-forecasts)
- [Build a Smarter Pipeline with Einstein Forecasting](https://help.salesforce.com/s/articleView?id=sf.einstein_sales_forecasting.htm&language=en_US&type=5)
- [Considerations for Setting Up Einstein Forecasting](https://help.salesforce.com/s/articleView?id=sf.einstein_sales_forecasting_considerations.htm&language=en_US)
- [Get Started with Sales AI (Trailhead)](https://trailhead.salesforce.com/content/learn/modules/sales-gpt-quick-look/get-started-with-sales-gpt)
- [Call Summaries and Generative Conversation Insights](https://help.salesforce.com/s/articleView?id=sales.eci_call_summaries.htm&language=en_US&type=5)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 14 linked practice questions, and unlimited timed mock exams are included with the Agentforce Sales Consultant pack (USD $19): https://www.certifyforce.com/practice-exams