Insight from SalesLoft

Having all of your data kept in one central CRM is great, but without the right reports, your data is nothing but a number. SalesLoft has created a Salesforce managed dashboard package called Insight from SalesLoft (or Insight, for short). 

Insight takes the data created in SalesLoft and builds reports full of activity and cadence data that will prove your team's productivity and connect the cadences that lead to more revenue. This dashboard is designed to save your team time and effort by creating activity field types and reports all from one download.

In this article, you will learn about the SalesLoft Dashboard packages set up and management, including:

• Important Things to Know Before You Install Insight
• Dashboards & Reports Included in the Download
• Fields Created from Insight from SalesLoft
• Flow Definitions (Visual Flows & Process Builder)
• How to Install Insight from SalesLoft
• Insight from SalesLoft Troubleshooting

For additional instructions about moving from a previous dashboard package to Insight from SalesLoft, please follow the How to Update Salesforce Dashboard guide. 

If you have any questions or would like help with the installation process, please email your success manager or Success@SalesLoft.com.

Important Things to Know Before You Install Insight

The package installs a series of reports and dashboards that we have designed. There are dashboards for both Classic and Lightning views. You have the ability to customize each report, dashboard layout, and dashboard components after the installation to fit your team's needs.

Here are the requirements and things you must know prior installing Insight from SalesLoft:

• Insight from SalesLoft may be installed to the following Salesforce editions:
  • Enterprise
  • Professional*
    • *Things to Note: The Professional edition of Salesforce limits users to create five flow definitions in their Salesforce Org. Please see the Flows Definitions for more information. 
  • Unlimited
• You must be a SalesLoft admin as well as a Salesforce admin (or at least have permissions to create custom fields in Salesforce) to install the dashboard package successfully.
• As an admin, log into your SalesLoft and Salesforce accounts in the Chrome internet browser.
• Select how to restrict dashboard access. The options include restricting to:
  • Admins only
  • All users
  • Specific user profiles.
• The dashboard package will create 26 additional fields in your Salesforce instance. Salesforce allows a finite number of custom fields on the activity object. Before you install the dashboard package, verify you have not reached your activity field limit. Here's a breakdown of the 26 total fields created for each dashboard package:
  
  • Lead: 4 fields
  • Contact: 4 fields
  • Account: 1 field
  • Activity: 14 fields
  • Opportunity: 3 fields

Dashboards & Reports Included in the Download

Insight from SalesLoft contains two separate dashboards. Each dashboard holds a collection of reports that allow a quick view of your team's data.

Let's take an in-depth look at what each dashboard and the reports they contain:

SalesLoft Activity Dashboard 

This dashboard gives insights into your rep’s activities. You can filter this data by various date ranges (daily, weekly, months, .etc). By installing the dashboard you can quickly view all steps and activities performed by users and/or based on specific user roles. Insights about active and nonactive Leads, Contacts, and Accounts are also included in this dashboard. Finally, the dashboard reveals Account penetration, aka the number of Leads, Contacts, and Accounts your reps are currently working in SalesLoft.

The following reports are included in the SalesLoft Activity Dashboard: 

• All Activities by Users: Every activity completed, broken down by type of activity. Hover over a section in the graph to see specific activity type data.
• All Activities by User Role: Same as above, but broken down by however you define a user role in your Salesforce instance.
• All Cadence Activities by Rep
• All Non-cadence Activities by Rep
• Overdue Steps (Leads and Contacts): Total number of cadence steps that are passed their due date, based off most recent cadence step field.
• Day 1 Steps Complete by User: Shows how many people did you actually make contact with or complete that first step.
• Steps Due Today by User (Lead and Contact): Number of steps each user should complete.
• All Calls by User : All calls made, broken up by disposition and sentiment (includes calls outside of a cadence). 
• All Calls by Role: All calls made, broken up by disposition and sentiment (includes calls outside of a cadence). 
• Active and Nonactive per User (Leads, Contacts, and Accounts): Number of active records owned by each user (where active means activity in the past 30 days).
• Active Account Penetration: Shows number of Contacts with activity within the last 30 days per Account (up to 100 Accounts in Lightning view and 20 Accounts in Classic view. To view more results, drill into the report)
  
• User Call Connect Rate by Disposition and Sentiment: Side-by-side comparison of the connection rates compared to the logged disposition and sentiment.

SalesLoft Outcomes & Results 

This dashboard shows what is working in your sales process. The reports are designed to show which cadences, messaging, and activities lead to overall sales success as measured by outcomes and Opportunity generation. This, in turn, will show the actual dollar amount (revenue) earned from your team's activities and cadences.

The SalesLoft Outcomes & Results dashboard provides more insight into the following reports:

• Top Cadence by Opportunity Creation: (Number of Opportunities Created) The package contains automation that pulls the Most Recent Cadence Name and the Most Recent Cadence Step Number field values on the Contact record and writes it to the Most Recent Cadence Name and the Most Recent Cadence Step Number fields on the Opportunity. This tells you which cadence created that particular Opportunity. This will occur when of the following events happen:
  • An Opportunity is created as part of converting a Lead to a Contact
  • An Opportunity is created from a Contact record
  • A primary Contact role is added to an existing Opportunity. The Opportunity must have been created in the last 30 days.
• Top Cadence Step by Opportunity Record Creation: Considers the total number of Opportunities created. Very similar to the Success button in SalesLoft.
• Top Cadence by Opportunity Amount (Top Cadence Based on Pipeline Generation) Considers the total dollar amount from Opportunities created.
• Top Cadences by Closed Won Amount (Amount Opportunities won): Considers the total dollar amount from Opportunities with a Closed Won status.
• Top Cadence by Email Engagement: Based off reply rate of templates which shows reply count divided by total number of emails sent.
• Non-Cadence Email Engagement by Template: Tracks the email engagement outside of cadences based on reply metrics.
• Top SalesLoft Email Template: Template with the highest reply rate, based on the number of emails replies divided by the total number delivered.
• Top Cadences by Call Connection Rate: Looks at Cadence stats based on total connected call count and positive connections divided by the total number of calls.
• Meetings Scheduled per rep and by role: Two separate reports that show the number of calendar invites that have been set through emails sent with SalesLoft.
• Call Time Leaderboard (Call Duration): Sum of duration of calls in minutes by user.

Fields Created from Insight from SalesLoft

In addition to the creation of dashboard and reports, the SalesLoft Dashboard Package creates the fields needed in your Salesforce instance. These are the specific fields that will be used throughout the dashboard package. 

All fields created in the dashboard package will be labeled as "SalesLoft1_”. 

Things to Note: This package only created fields that are utilized in the dashboard package. Some activity fields are not created along with the dashboard install. For a list of fields that are not included, scroll below the following table. 

After these fields are created, you will need to complete the field mapping in your Activity Field Configuration so that all the activity logs will sync between SalesLoft and Salesforce, which will update the reports.

Insight creates the following fields:

The following fields are NOT created with the Dashboard Package. Check out the Recommended Activity Fields for more information on these fields, here. 

• Bounced
• Cadence External Identifier
• Call Duration (Things to Note: Call Duration is a standard Salesforce field. So it will appear in your Salesforce, but the package does not create it.)
• Call To
• Email Message Id
• Email Template Id
• Meeting Assigned To
• Meeting Date
• MeetingDuration
• Meeting Name
• Meeting Start Time
• Step Name

Flow Definitions (Visual Flow & Process Builder)

Insight uses flow and process builders in Salesforce to help associate potential revenue to cadences and steps on the Contact and Opportunity objects.

The flows and process builders take the value of Most Recent Cadence fields (specifically Cadence Name and Cadence Step) from the Contact and write that information to an Opportunity record that is created from that Contact.

If you do not wish to include the flow or process builders with your dashboard install, please follow the uninstall instructions in the Insight from SalesLoft Troubleshooting section below. 

Things to Note:

• *For teams on the Professional Edition of Salesforce: The Insight from SalesLoft managed package contains two flow definitions (1 Process Builder, 1 Flow). If your team is on Professional edition and has more than 3 flow definitions created in your Org, you will not be able to install the Insight from SalesLoft managed package while those extra flows exist. In order to install the package, delete existing flow definitions so that there are no more than three remaining in Salesforce.  
• The actions defined in the flow and process are handled for Leads using Salesforce custom Lead field mapping. A process and a flow are required for this automation when creating an Opportunity from a Contact or adding a Contact to an existing Opportunity. 

The following flow process builders are included in the initial download of this package:

How to Install Insight from SalesLoft

To download and install Insight follow the instructions below:

Things to Note:

• If you have previously downloaded SalesLoft's former dashboard package and would like to install Insight from SalesLoft, follow the How to Update Salesforce Dashboard guide. Failure to follow these steps may results in errors within your Salesforce instance or loss of historical data. 
• If you are not a Salesforce admin, please contact your company’s Salesforce admin, create a temporary SalesLoft admin account for them, and have them follow these instructions to install the dashboard. You can then deactivate their SalesLoft account once the installation is complete. 

1. Click one of the following links to install the dashboard, depending on which Salesforce environment you're connecting to your SalesLoft account:

• Install into Production
• Install into Sandbox

2. If you are not already logged in with your Salesforce username and password, you will be asked if you have a Salesforce username and if you are a Salesforce admin.

3. On the confirm installation page, read and agree to the terms & conditions. Click Install. Once you hit install, fields will be created on the activity level and the dashboard will be created with the previously listed reports.

4. Select Install for All Users on the Package Installation Details page to ensure all users have permissions to write into the custom activity fields that will be created by this process. Otherwise, they will get errors notifying of failing Salesforce activities.

5. Confirm package was successfully installed by accessing the newly created dashboard. Things to Note: The dashboard may not hold any data upon initial creation.

6. Once the package has been installed, you will need to configure the Salesforce Field Mapping. The Salesforce Field Mapping determines the behavior of fields when a Lead is converted writes them to the Contact and Opportunity. Follow these steps:

1. Select Setup in the upper right corner. 
2. On the left side panel, go to Customize, then Leads, and select Fields.
3. From he Lead Fields page, scroll to the Lead Custom Fields & Relationships section, and click Map Lead Fields.
4. On the Lead Conversion Field Mapping page, select Contact from the top tab.
5. Map the follow fields:
   • Most Recent Cadence - Cadence Name
   • Most Recent Cadence - Next Step Due Date
   • Most Recent Cadence - Last Completed Step
   • 
6. Select the Opportunity tab on the top row and map the following:
   • Most Recent Cadence - Cadence Name
   • Most Recent Cadence - Last Step Completed
   • 
7. Click Save.

7. Map the Recommended Activity Fields. These fields will contribute directly to the dashboard package and provide you with the best data, so you want to map them to ensure they'll sync. 

Things to Note: There are fields are formula fields so, they do NOT need to be mapped, including:

• Active Lead (Lead object)
• Active Contact (Contact object)
• Active Account (Account object)
• SalesLoft Type (Activity Object)
• SalesLoft Unique Click Count (Activity Object)
• SalesLoft Unique Reply Count (Activity Object)
• SalesLoft Unique View Count (Activity Object)

8. Once the dashboard package has been installed and the activity fields are mapped, you may view and edit the dashboard package to best fit your team. Log into Salesforce and click on the Dashboards tab. You may need to navigate to the drop-down menu labeled Find a dashboard to select SalesLoft Dashboard Package.

9. Click on each individual report or dashboard component to customize them based on your company's needs. For example, your company may have a Sales and SDR team. You may want to duplicate the dashboard and filter to show only the Sales or SDR team.

10. Save. 

Insight from SalesLoft Troubleshooting

For additional troubleshooting help with SalesLoft and Salesforce, check out our Salesforce Troubleshooting Guide.

Removing People from Cadences and the Most Recent Cadence - Next Due Date

If your team removes People from Cadences on a regular basis without adding them to a different Cadence, the Person field Most Recent Cadence - Next Due Date will remain populated with the next due date on the last Cadence the Person was on.

For this reason, we recommend utilizing the Person Stage value in the following Insight reports:

• Steps Due Today by User (Leads)
• Steps Due Today by User (Contacts)
• Overdue Steps by User (Leads)
• Overdue Steps by User (Contacts)

Things to Note: This requires mapping the SalesLoft Person field 'Person Stage' to both a Lead and Contact field in Salesforce.

For example, if you set Person Stage to Working when added to a Cadence, you could include a filter on these reports to only show People with a step due today or overdue that also have a Person Stage value of Working. See Salesforce report filter example below:

How to Deactivate the Process Builder Automation

If you don't want anyone else to build a process into your Salesforce org, or an error occurred and you need to remove the process, follow these instructions:

1. Under Create > Workflow and Approvals > Process Builder
2. From the My Processes page, select the blue arrow to the left of Populate Primary Contact Opportunity Field.
3. Under the version, click Deactivate.

How to Deactivate the Flow

1. Go to Set up.
2. Under Create > Workflow and Approvals > Flow
3. From the Flow page, select Auto_Populate_PrimaryContact_from_Contact_Role_Object.
4. From page, click Deactivate in the Flow versions table.