Setting up AI Outbound Scoring in Salesforce

After you’ve created your AI Outbound Scoring profiles in HG Platform, you can sync the scores into Salesforce so your Ops team can score your Salesforce accounts and leads based on the score profile.
and you Sales team can see them directly on Accounts and Leads.

Scores land in a custom object in Salesforce, HG Scoring Profile, which is created automatically when you install the HG Salesforce package (version 1.18.0 or above)

Prerequisites

Before you start, make sure you have:

• Admin access in both Salesforce and the HG Platform (admin.hginsights.com)

• The HG Insights managed package, version 1.18 or later, installed in your org. Earlier versions do not include the HG Scoring Profile object.

• At least one AI Scoring profile already built and published live in the HG Platform (Companies → Add Scoring). If you haven't created one yet, see AI Outbound Scoring for how to build and publish a model before syncing it to Salesforce.

Install or upgrade the HG Salesforce package

If you've already installed the HG for Salesforce package, check your installed version under Setup → Installed Packages and upgrade if you're below 1.18 clicking on Try it Now from the AppExchange

You can also find the package by searching HG Insights on the Salesforce AppExchange.

Steps:

• Open the install link (or AppExchange listing) while logged in as a Salesforce admin.

• Choose Install for All Users (recommended, so both Account and Lead layouts can reference the new object org-wide) and click Install.

• When prompted, approve third-party access and continue.

Installation can take a few minutes for larger orgs. You'll get a confirmation email from Salesforce when it finishes.

Once installed, the package automatically creates the HG Scoring Profile custom object (view details below)

Set up the sync in the HG Platform

To start scoring your accounts in Salesforce, you need to enable it in the HG Platform

1. Log in to the HG Platform, go to Integrations → Salesforce and make sure you’ve enabled the CRM enrichment option

2. Go to Enrichment tab

3. Scroll to the section “What gets enriched” and click “Edit Configuration”

4. Open the Scoring profiles section and select up to 6 scoring profiles
   

5. Click Save Changes

6. At the top of the page, click on Sync to Salesforce or enable the auto-sync.

Once syncing starts, the HG Platform scores records continuously and writes updates to Salesforce every night around 9pm PT (for new or updated records).

Show scoring profiles on the Account and Lead pages

The package creates the object, but you still need to add it to your page layouts (classic) or Lightning pages so your users can see the scores.

Add the related list (Classic page layouts)

1. Go to Setup → Object Manager → Account (repeat for Lead if you score at the Lead level).

2. Open Page Layouts and select the layout your sales team uses.

3. In the layout editor, click Related Lists, drag HG Scoring Profiles onto the layout, and choose which columns to show (Model Name, Tier, Total Score, Fit/Need/Intent Score are the most useful for reps).

4. Click Save.

Add it to a Lightning Record Page

1. Open an Account (or Lead) record, click the gear icon, and select Edit Page.

2. In Lightning App Builder, drag a Dynamic Related List component onto the page.

3. Set the related list to HG Scoring Profiles and select the columns: Model Name, Tier, Total Score, Fit Score, Need Score, Intent Score

4. Click Save, then Activate if this is the first time the page has been activated for your org, app, or profile.

Once saved, your users will see the account's (or lead's) HG Scoring Profile records — including Tier and the Fit/Need/Intent breakdown — directly on the record page, as shown above.

Build a report on HG Scoring Profiles

1. In Salesforce, go to the Reports tab and click New Report.

2. Search for a report type that includes HG Scoring Profiles (e.g. "Accounts with HG Scoring Profiles"). If you don't see one, create a custom report type with Account (or Lead) as the primary object and HG Scoring Profile as the related object.
   

3. Add the columns you want to report on — common choices are Account Name, Account Owner Model Name, Tier, Total Score, Fit Score, Need Score, and Intent Score.
   

4. Use Filters to narrow the report — for example, Tier equals A,B to see only your best-fit accounts, or Model Name equals [your model] if you're running multiple models.

5. Use Group Rows (e.g. by Tier or Model Name) to build a summary view, or add a chart for a quick visual breakdown of your book by tier.

6. Click Save & Run, and optionally add the report to a dashboard for ongoing visibility.

The HG Scoring Profile object

Every time an Account Scoring model is synced from the HG Platform, HG writes one HG Scoring Profile record. It is matched to your Account and/or Lead object (you control this on the HG Platform).

Because an Account or Lead can be scored by more than one model, i.e. a model for Product A and a model for Product B, you may see multiple HG Scoring Profile records related to the same Account, one per model.

Object details

Field reference