Automation Rules contain pieces that put the rule into action. Similar to a mathematical equation, you're telling SalesLoft that a specific occurrence will lead to a set outcome.
When you add an Automation Rule, you use triggers, criteria, and actions to piece those parts of the equation together.
There are a very large range of outcomes you may reach depending on which triggers, criteria, or actions you choose.
In this article, we will explain the Automation Rule options available to you so that you may development your best plan of action. The parts we will explain include the following:
List of Automation Rule Triggers
Automation Rules revolve around specific triggers, or activities, that set each rule into motion. These actions occur based on the selected Automation Rule trigger, which is the activity that causes SalesLoft to fire the rule.
Each time you construct an Automation Rule, you will start by choosing a field type. Then you will define the criteria for how the Automation Rule will occur.
Here is a complete list of the available Automation Rule field types:
When a Call is logged for a Person
Fires an action when a call is logged.
Common use case: Admins can add criteria for Dispositions that equal "Connected," then "Set Person Fields" to update the Person's stage.
When a Contact is not found in SalesLoft
Searches for the Contact’s email address to match a Person in SalesLoft.
If you are using a rule based on either a Contact not found in SalesLoft, the first rule you should set is to "Create a Person." This creates the Person in SalesLoft, and you can then set additional fields or take more actions.
Common use case: To automatically import and create a new Person in SalesLoft.
When a Lead is converted to a Contact
Fires when a Salesforce Lead is converted into a Contact with an asociated Account.
Common use case: To remove a Person from all Cadences when someone in Salesforce has successfully converted the Lead into a working Contact and no longer needs to put them on a communications Cadence.
When a Lead is not found in SalesLoft
Searches for the Lead’s email address to match a Person in SalesLoft.
If you are using a rule based on a Lead not found in SalesLoft, the first rule you should set is to "Create a Person." This creates the Person in SalesLoft, and you can then set additional fields or take more actions.
Common use case: To automatically import and create a new Person in SalesLoft.
When an Opportunity changes in SalesLoft
Fires when an Opportunity updates or has changed to a specific Opportunity stage.
Common use case: Send Slack messages when Opportunity stage changes. This allows teams to get an instant notification when Opportunity updates happen.
When a Person changes in SalesLoft
Looks for a change in any Person field in SalesLoft. This also includes any Salesforce fields that are mapped to a Person field.
This event looks for any change on the Person in SalesLoft to start it off, not just when a specific field changes to meet the criteria. For example, if a rule looks for “Industry equals Electronics” and a Person’s title changes from VP to CEO, but they already had a value of “Electronics” in the Industry field, this rule will fire because the title field triggered a change, and the Industry field still meets the criteria.
Common use case: To start a rule based on a field that meets certain criteria, such as a Cadence stage or an industry.
When a Person is not found in Salesforce
Uses the Person’s email address in SalesLoft to search for a matching Lead or Contact in Salesforce.
Common use case: To automatically create a new Lead or Contact in Salesforce.
When a Person books a Meeting
Fires when a Person sets a date on the user's calendar for a meeting.
Common use case: Admins can create workflows, such as removing a Person from Cadences, marking them as a Success, or sending a Slack message when a meeting is booked.
When a Person clicks on a link in an Email
Fires when a prospect clicks a URL link in an email sent through SalesLoft.
Common use case: To remove an interested Person from all Cadences and instead add them to a new "high interest" Cadence that's specifically tailored to following up with interested prospects with more personalization.
When a Person replies to an Email
Fires when a prospect replies to an email sent through SalesLoft.
Common use case: To remove all People at an Account from all Cadences across the team, which prevents team members from continuing to contact other prospects at that Account.
When a Success is recorded for a Person
Fires when the Success button is clicked on a Person.
Common use case: To remove a Person and all other people on that Person’s Account from all Cadences, since the communications process has already been successful.
When stats for an Email change
Fires when a Person views, replies, or clicks a link in an email.
Common use case: To remove an interested Person from all Cadences and add them to a new "high interest" Cadence that's specifically tailored to following up with interested prospects with more personalization.
When a Person completes the first Step of a Cadence
Fires when a Person completes the first step of a Cadence. This rule does not include People who were “Skipped,” “Removed,” or “Moved to another Step.”
Common use case: To update the Person stage field in both SalesLoft and Salesforce so all members of a sales team know when a prospect is being actively worked.
When a Person is removed from a Cadence
Fires when a Person is removed from a Cadence, either manually or from a different Automation Rule.
Common use case: To update the Person stage to a “Removed” status.
When an Account changes in SalesLoft
Looks for a change in any Account field in SalesLoft. This also includes any updates from Salesforce fields that are mapped to an Account field.
Common use case: Start a rule based on a field that meets certain criteria, such as a Person stage or an industry.
- Things to Note: This rule will run when any change is made to the Account, not just when a specific field changes to meet the criteria.
Automation Rule Criteria
Criteria helps define when an Automation Rule should fire. You can set criteria based on SalesLoft Person fields, Company fields, or Cadence information.
Things to Note:
- Automation Rules currently only use string and number fields.
- Automation Rules are unable to read date fields as criteria.
There are three types of logic that may be used to determine the needs that must be met for a rule to fire, including:
And/Or
The And/Or plays a part in determining what combination of the criteria, if satisfied, will trigger the rule when you set multiple pieces of criteria.
And logic states that the two (or more) pieces of criteria must be met in tandem for the rule to fire.
Or logic states that at least one piece of the criteria (or both pieces) must occur for the rule to fire.
Criteria
When you add a criteria to an Automation Rule you are narrowing down those affected by the rule. Essentially you are saying it is not only enough that the trigger is "true," you must also satisfy the additional criteria in order for the rule to fire.
Things to Note: Each item of criteria requires its own line for the rule to read and trigger properly.
Group
Group criteria allow you to create a more complex logic. If you have a set of criteria that you would like to occur, then grouping the criteria makes that process simple.
When you add a group of criteria you are adding another layer of criteria that must be satisfied in order for the rule to fire.
Automation Criteria Operators
After you select a criteria field, chose one of the criteria operators that will tell SalesLoft what criteria to look for when a rule is triggered.
SalesLoft's current criteria operators (all case-insensitive) include the following:
- Equal: The value in the criteria field is exactly this value.
- Not equal: The value in the criteria field is anything except this value.
- Greater: The value in the criteria field is greater than this value.
- Greater or equal: The value in the criteria field is greater than or exactly this value.
- Less: The value in the criteria field is less than this value.
- Less or equal: The value in the criteria field is less than or exactly this value.
- Is set: The criteria field was previously blank/null, and now has a value.
- Is unset: The criteria field previously had a value, and is now blank/null.
- Has changed: The criteria field was previously set (not a blank/null), and its value has changed to a different, new value.
- Contains: The value in the criteria field includes this value.
- Doesn’t contain: The value in the criteria field does not include this value.
- Is null: The criteria field is blank/null.
- Is not null: The criteria field is not blank/null.
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