This training will enable you to build more useful reports and dashboards in Salesforce combining your SalesLoft and Salesforce data to deliver the data you need right now!

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)))))))

14. Salesforce Report Types

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

35. Upcoming Webinars

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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Professional Services
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39. Thank You!