SalesLoft Advanced Reporting - User Activity Metrics
- 1. Salesforce Reporting: SalesLoft User Activity Metrics
- 2. Jimmy Conley Sr. Technical Architect, Professional Services Meet Your Speakers Ginger Tranter Sr. Training Manager, Customer Education
- 3. Housekeeping Items ● All lines are muted ● Use the Q&A box ● Recording will be emailed a few days after the webinar
- 4. Background: ● 5+ years at Salesforce ● Dedicated Salesforce Consultant for Enterprise Customers ● 2+ years Marketing Automation Implementations (SMB to Enterprise Customers) ● Georgia State University - Marketing & Economics Hobbies/Interest: ● Playing guitar and bass ● Avid Atlanta sports fan ● Traveling ● Outdoor activities with my dog, Charlie ● Scuba Diving Introduction Certifications: ● Salesforce Advanced Administrator ● Salesforce Administrator ● Salesforce Consultant ● Pardot Consultant ● Pardot Specialists ● Salesforce Marketing Cloud Email Specialist Jimmy Conley Sr. Technical Account Manager Jimmy Conley - Sr. Technical Account Manager SalesLoft Professional Services Team
- 5. ● IS: Review options for leveraging SalesLoft data in Salesforce User activity reports ● IS NOT: Provide step by step guidance on building Salesforce User activity reports using SalesLoft data Goal of Training Session Want to become a Salesforce expert? ● Create a FREE Developer Org: https://developer.salesforce.com/signup ● Use Salesforce Trailhead: https://trailhead.salesforce.com/en/home ○ Reports & Dashboards Trail: Introduction to Reports and Dashboards ● Salesforce Help & Training: https://support.salesforce.com/support ● SalesforceBen.com: Very useful site with a ton of Salesforce information
- 6. ● Data and Processes needed to build reports: ○ SalesLoft Activity Logging ■ Expected Functionality (Completed Tasks) ○ Custom Fields ■ Activity, Lead, Contact, Account, Opportunity fields ○ Salesforce Report Types ■ Standard and Custom Report Types used ● Reporting Examples: ○ All Activities / User ○ All Emails / User ○ Leads & Contacts with Steps Due Today / User ○ Day 1 Steps Completed by User Today ○ Leads & Contacts with Overdue Steps Due / User ○ All Calls / Disposition & Sentiment / User ○ Active & Neglected Leads, Contacts, Accounts, and Opportunities / User ○ Active Account Penetration Agenda
- 7. How SalesLoft Logs Salesforce Activities
- 8. SalesLoft Activities in Salesforce CRM Integration & Field Mapping ● Ensure all SalesLoft Users with a Salesforce license have their CRM integration setup ● Ensure all SalesLoft Activity fields are mapped to Salesforce based on your needs
- 9. SalesLoft Activities in Salesforce Activity Logging Expected Functionality ● All ‘Lofted’ emails, Cadence emails, and LinkedIn steps are logged to Salesforce ○ If Person is syncing to Salesforce Lead or Contact ● User must click ‘Log & Complete’ or ‘Log’ to log Calls & Other Steps: ○ If Person is syncing to Salesforce Lead or Contact ● SalesLoft syncs activities one direction to Salesforce ○ Creates new Task records ○ Updates SalesLoft created Task records ■ (i.e. View Count, Click Count, Reply Count, Bounced) ● SalesLoft logs all activities as Completed Tasks in Salesforce ○ Tasks not Events ○ Status = Completed ● WhoId and WhatId ○ WhoId = Lead or Contact record that is syncing with the Person in SalesLoft ○ WhatId = Account and OPEN Opportunity associated with Contact syncing with Person ■ Account: Based on standard Account relationship to Contact (Lookup) ■ Opportunity: Based on ANY Opportunity Contact Role (Junction Object)
- 10. SalesLoft Specific Salesforce Custom Fields
- 11. SalesLoft Person Fields - Custom Lead, Contact, Opportunity* Custom Fields: NOTE: Map each from Lead, to Contact, to Opportunity* ● Most Recent Cadence - Cadence Name ● Most Recent Cadence - Last Completed Step ● Most Recent Cadence - Next Due Date ● Most Recent Cadence - Next Step Recent Activity Fields ● Active Lead* ○ Field Type = Formula Field (Number) ● Active Contact* ○ Field Type = Formula Field (Number) ● Active Account* ○ Field Type = Formula Field (Number) ● Active Opportunity ○ Field Type = Formula Field (Number) * Field included in SalesLoft Dashboard package. Salesforce Custom Fields & Mapping *NOTE: Opportunity fields not needed to Activity reports, but are used in SalesLoft Opportunity reports Formula for all four ‘Active’ fields: IF( TODAY () - LastActivityDate <= 30, 1,0) What does this return? Any record with an activity logged against it in the last 30 days. NOTE: Replace 30 with whatever date range your organization prefers. (i.e. 14) VIDEO: Salesforce Reporting Hack: Power of One
- 12. Salesforce Custom Activity Fields & Mapping Field Creation, Mapping, & Testing: 1. Create custom Activity fields in Salesforce for the fields your organization wants to report on 2. Map these Activity fields in SalesLoft to Salesforce custom and default fields 3. Ensure all Tasks are logged correctly in Salesforce and field values are populated NOTE: Check activity sync errors if Task is not logged: Text Custom/Standard SF Field Type Cadence Name Custom Text Call Disposition Custom Text Call Sentiment Custom Text Cadence External Identifier Custom Text Cadence Id Custom Text Email Template Title Custom Text Clicked Count Custom Number Viewed Count Custom Number Replies Count Custom Number Meeting Assigned To Custom Text Meeting Date Custom Date Meeting Duration Custom Number Meeting Name Custom Text Meeting Start Time Custom Text Step Day Custom Number Step Name Custom Text Call Duration Standard Number Type Standard Text
- 13. SalesLoft Type Custom Formula Field (Activity) What? A custom Activity formula field to show the Type for all SalesLoft activities Why? Automatically define the Type for each Task record created by SalesLoft in Salesforce How? Custom Activity formula field based on the Subject of the Task Formula: IF(BEGINS(Subject,'Email:'),'Email', IF(BEGINS(Subject,'Call'),'Call', IF(BEGINS(Subject,'LinkedIn:'),'LinkedIn', IF(BEGINS(Subject,'Meeting Booked:'),'Meeting', IF(BEGINS(Subject,'Other:'),'Other', IF(BEGINS(Subject,'Reply:'),'Reply', IF(BEGINS(Subject,'Note'),'Note', NULL)))))))
- 15. What is a report type? ● Like a template which makes reporting easier ● Determines which fields and records are available for use when creating a report ● Based on the relationships between a primary object and its related objects. ○ i.e. ‘Accounts and Contacts’ ‘Accounts’ is the primary object and ‘Contacts’ is the related object. ● Out of the box, Salesforce provides a set of predefined standard report types. ○ Don’t see all the fields you want? You might need to create a custom report type. Salesforce Report Types Objects
- 16. Salesforce Report Types (SCREENSHOT)
- 17. Tasks & Events Report Types ● Tasks & Events ○ Includes all Tasks fields but limited Lead, Contact, Account, or Opportunity fields. ■ All contact information from Lead or Contact (email, phone, address) ● “Lead” and “Contact” fields: ○ Will display the “WhoId” which is the Lead or Contact related to the Activity ● Account/Company field: ○ If WhoId is Contact: Reference from Contact’s Account ■ Available Account Fields: Account Owner, Account Owner Alias, Account ID, Parent Account, Parent Account ID, Account/Lead Rating, Account Type, Account Site ○ If WhoId is Lead: Reference from Lead Company field value ● Opportunity: Will display Opportunity name if Task was logged against a Contact related to an Open Opportunity via Opportunity Contact Roles ○ Available Opportunity Fields: Opportunity Stage, Opportunity Lead Source
- 18. Additional Standard Report Types ● Activities with Leads ○ Includes all Activity fields and Lead fields (determined by WhoId) ● Activities with Contacts ○ Includes all Activity fields and all Contact and Account fields (determined by WhoId) ● Activities with Accounts ○ Includes all Activity fields and Account fields (determined by WhatId) ● Activities with Opportunities ○ Includes all Activity fields and all Opportunity and Account fields (determined by WhatId)
- 19. Salesforce Report Filters, Groups, and Examples
- 20. All Activities / User Report Type: Tasks and Events Lightning Experience Salesforce Classic NOTE: This field uses the ‘SalesLoft Type’ activity field referenced on slide 13 ● You can use ‘Type’ if you are populating this value for all records
- 21. All Emails / User Report Type: Tasks and Events Lightning Experience Salesforce Classic NOTE: This report groups based on Task ‘Assigned’ Owner their Role ● You can group based on another User field if you aren’t using Roles
- 22. All Calls / Disposition & Sentiment Report Type: Tasks and Events Lightning Experience Salesforce Classic NOTE: If a Task has a Disposition or Sentiment value that is null, it will appear in the report at ‘-’ ● You can filter these out if you’d prefer
- 23. Leads with Steps Due Today / User Report Type: Leads Lightning Experience Salesforce Classic NOTE: This report groups based on Lead Owner and Lead Owner Role ● You can group based on another User field if you aren’t using Roles Article: Salesforce Relative Date Filter Reference
- 24. Contacts with Steps Due Today / User Report Type: Contacts and Accounts Lightning Experience Salesforce Classic NOTE: This report groups based on Contact Owner and Contact Owner Role ● You can group based on another User field if you aren’t using Roles Article: Salesforce Relative Date Filter Reference
- 25. Leads with Upcoming Steps by Cadence Report Type: Leads Lightning Experience Salesforce Classic NOTE: Most Recent Cadence - Next Step Due Date is grouped by Month ● You can group date fields by day, week, month, quarter, or year
- 26. Contacts with Upcoming Steps by Cadence Report Type: Contacts and Accounts Lightning Experience Salesforce Classic NOTE: Most Recent Cadence - Next Step Due Date is grouped by Month ● You can group date fields by day, week, month, quarter, or year
- 27. Day 1 Steps Completed Today Report Type: Tasks and Events Lightning Experience Salesforce Classic NOTE: This report will be accurate if your first Cadence step is on day 1 ● If there are specific Cadences that do not, you can filter them from this report or update the criteria Included in Salesloft Dashboard Package 2.0 Article: Salesforce Relative Date Filter Reference
- 28. Overdue Steps by User (Leads) Report Type: Leads Lightning Experience Salesforce Classic NOTE: This report groups based on Lead Owner and Lead Owner Role ● You can group based on another User field if you aren’t using Roles Article: Salesforce Relative Date Filter Reference
- 29. Overdue Steps by User (Contacts) Report Type: Contacts & Accounts Lightning Experience Salesforce Classic NOTE: This report groups based on Contact Owner and Contact Owner Role ● You can group based on another User field if you aren’t using Roles Article: Salesforce Relative Date Filter Reference
- 30. Active/Neglected Leads Report Type: Leads Lightning Experience Salesforce Classic NOTE: Summarize ‘Active Lead’ field in the report so display the ‘SUM’. ● See slide 8 in this deck for reference Included in Salesloft Dashboard Package 2.0
- 31. Active/Neglected Contacts Report Type: Contacts & Accounts Lightning Experience Salesforce Classic NOTE: Summarize ‘Active Contact’ field in the report to display the ‘SUM’. ● See slide 8 in this deck for reference Included in Salesloft Dashboard Package 2.0
- 32. Active/Neglected Accounts Report Type: Accounts Lightning Experience Salesforce Classic NOTE: Summarize ‘Active Account’ field in the report to display the ‘SUM’. ● See slide 8 in this deck for reference Included in Salesloft Dashboard Package 2.0
- 33. Active/Neglected Opportunities Report Type: Opportunities Lightning Experience Salesforce Classic NOTE: Summarize ‘Active Opportunity‘ field in the report to display the ‘SUM’. ● See slide 8 in this deck for reference
- 34. Account Penetration (Active Accounts) Report Type: Contacts and Accounts Lightning Experience Salesforce Classic NOTE: Summarize ‘Active Contact’ field in the report to display the ‘SUM’. ● See slide 8 in this deck for reference
- 36. Past Webinars: ● Topic: Salesforce Reporting: SalesLoft Opportunity Generation Reporting ○ Link to Recording Upcoming Webinars: ● Topic: SalesLoft Advanced Reporting - User Accountability & Engagement Metrics ○ Date: January 15, 2019 ● Topic: SalesLoft Advanced Reporting - Interaction Outcome Metrics ○ Date: February 19, 2019 Salesforce Reporting Webinar Series Upcoming Webinar Topics
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