# Sales productivity, Einstein scoring, forecasting and territories

*Platform Administrator Study Guide · Sales and Marketing Applications · Last updated September 26, 2026 · https://certifyforce.com/study-guide/platform-administrator/sales-and-marketing-applications/sales-productivity-forecasting-and-territory-management*

Pick the right sales productivity tool for a scenario: the Home page Assistant, Kanban, dynamic dashboards, Einstein Lead and Opportunity Scoring, Collaborative Forecasts with forecast types and adjustments, Opportunity Splits, and territory models.

- Certification: Salesforce Platform Administrator
- Exam section: Sales and Marketing Applications
- Study guide: https://certifyforce.com/study-guide/platform-administrator

**Official exam objective:**

> Given a scenario, apply the appropriate sales productivity features using opportunity tools (for example: dashboards, lead scoring, Einstein for Sales, opportunity scoring, grading, and home page assistant, forecasting, territory management).

## What the exam expects

- Choose between the Home page Assistant, Kanban views and dynamic dashboards when reps need to see and act on their own work.
- Recommend Einstein Lead Scoring or Einstein Opportunity Scoring for prioritization, and know which object each one scores.
- Configure Collaborative Forecasts: forecast managers, forecast types (revenue or quantity, opportunity or product family, role or territory hierarchy) and adjustments.
- Give overlay team members quota credit with Opportunity Splits.
- Redesign a territory model safely and connect territories to forecasting.

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Opportunity Kanban | Up to 200 cards; Closed Lost hidden; drag needs Edit access | [Kanban Considerations](https://help.salesforce.com/s/articleView?id=xcloud.kanban_considerations.htm&type=5) |
| Lead Score refresh | Einstein reanalyzes lead data every 10 days | [Lead Scoring](https://help.salesforce.com/s/articleView?id=einstein_sales_lead_insights.htm&language=en_US&type=5) |
| Forecast hierarchy | Built from the role hierarchy, or territories if territory forecasts are on | [Forecasts Hierarchy](https://help.salesforce.com/s/articleView?id=sales.forecasts3_setting_up_your_forecasts_hierarchy.htm&language=en_US&type=5) |
| Active forecast types | Up to four at one time | [Forecast Types](https://help.salesforce.com/s/articleView?id=sales.forecasts3_forecast_types_overview.htm&language=en_US&type=5) |
| Adjustments | Don't change the gross rollup; original value stays visible | [Forecast Adjustments](https://help.salesforce.com/s/articleView?id=sales.forecasts3_adjustments_overview.htm&language=en_US&type=5) |
| Einstein Forecasting | Doesn't support territories or opportunity splits | [Einstein Forecasting](https://help.salesforce.com/s/articleView?id=sf.einstein_sales_forecasting_considerations.htm&language=en_US) |
| Revenue splits | Total 100%; owner gets 100% by default | [Opportunity Splits](https://help.salesforce.com/s/articleView?id=sales.opp_splits_manage.htm&language=en_US&type=5) |
| Active territory models | Only one at a time; new and cloned models start in Planning | [Territory Model State](https://help.salesforce.com/s/articleView?id=sales.tm2_territory_model_state.htm&language=en_US&type=5) [Clone Territory Models](https://help.salesforce.com/s/articleView?id=sales.tm2_clone_territory_model_types.htm&language=en_US&type=5) |
| Archived models | Can't be reactivated; forecasts, quotas, adjustments deleted | [Territory Model State](https://help.salesforce.com/s/articleView?id=sales.tm2_territory_model_state.htm&language=en_US&type=5) |

## Check yourself

- Which Home page component lists leads assigned today and opportunities with no activity in 30 days? → The Assistant, a Lightning Home page component ([Assistant](https://help.salesforce.com/s/articleView?id=sf.home_assistant_lex.htm&language=en_US&type=5))
- Why might a sales manager's forecast show none of her team's numbers? → Her role isn't designated as a forecast manager, or her reps have no role ([Forecasts Hierarchy](https://help.salesforce.com/s/articleView?id=sales.forecasts3_setting_up_your_forecasts_hierarchy.htm&language=en_US&type=5))
- Which forecast object and measure give a unit forecast by product family? → Opportunity Product, measured by Quantity ([Forecast Types](https://help.salesforce.com/s/articleView?id=sales.forecasts3_forecast_types_overview.htm&language=en_US&type=5))
- When an admin must redesign territories without disturbing reps, what state does the cloned model start in? → Planning; only one model can be active at a time ([Clone Territory Models](https://help.salesforce.com/s/articleView?id=sales.tm2_clone_territory_model_types.htm&language=en_US&type=5))
- Why does a dynamic dashboard, and not a fixed running user, give each rep only their own pipeline? → It runs as the logged-in viewer, so each viewer sees only data they can access ([Dynamic Dashboards](https://help.salesforce.com/s/articleView?id=sf.dashboards_dynamic_overview.htm&type=5))

## Sources

- [Considerations for Setting Up Einstein Forecasting](https://help.salesforce.com/s/articleView?id=sf.einstein_sales_forecasting_considerations.htm&language=en_US)
- [Define Forecast Managers and Their Subordinates](https://help.salesforce.com/s/articleView?id=sales.forecasts3_setting_up_your_forecasts_hierarchy.htm&language=en_US&type=5)
- [Pipeline Forecast Types](https://help.salesforce.com/s/articleView?id=sales.forecasts3_forecast_types_overview.htm&language=en_US&type=5)
- [Adjustments in Pipeline Forecasts](https://help.salesforce.com/s/articleView?id=sales.forecasts3_adjustments_overview.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)
- [Einstein Lead Scoring](https://help.salesforce.com/s/articleView?id=einstein_sales_lead_insights.htm&language=en_US&type=5)
- [Territory Model State](https://help.salesforce.com/s/articleView?id=sales.tm2_territory_model_state.htm&language=en_US&type=5)
- [Clone Territory Models](https://help.salesforce.com/s/articleView?id=sales.tm2_clone_territory_model_types.htm&language=en_US&type=5)
- [Share Revenue by Using Opportunity Splits and Opportunity Product Splits](https://help.salesforce.com/s/articleView?id=sales.opp_splits_manage.htm&language=en_US&type=5)
- [Dynamic Dashboards](https://help.salesforce.com/s/articleView?id=sf.dashboards_dynamic_overview.htm&type=5)
- [Considerations for Using Kanban Views](https://help.salesforce.com/s/articleView?id=xcloud.kanban_considerations.htm&type=5)
- [View Important Updates with the Assistant](https://help.salesforce.com/s/articleView?id=sf.home_assistant_lex.htm&language=en_US&type=5)
- [Enterprise Territory Management Is Now Sales Territories](https://help.salesforce.com/s/articleView?id=release-notes.rn_sales_spm_etm_to_sales_territories.htm&language=en_US&release=250&type=5)
- [Guidelines for Grading Prospects](https://help.salesforce.com/s/articleView?language=en_US&id=mktg.pardot_leadqual_grading_guidelines.htm&type=5)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 11 linked practice questions, and unlimited timed mock exams are included with the Platform Administrator pack (USD $19): https://certifyforce.com/practice-exams