If you're first getting started with SalesLoft, the idea of creating a formalized, consistent sales process, or Cadence, may seem overwhelming. You may be wondering, where do I even begin?
Cadence Frameworks help to take the guessing game out of your Cadence creation process. These Frameworks are designed Cadence flows that you can use as the outline of your Cadence.
SalesLoft researched different types of Cadences and then studied which of the most commonly used Cadences lead to success. These findings ultimately helped us develop the Cadence Frameworks you can use today. Each Framework is full of Cadence best practices like when you should automate steps, which steps should you use, and when should you run a step.
In this article, you will learn how to use Cadence Frameworks, including:
- Before You Use Cadence Frameworks
- Create a Cadence with Cadence Frameworks
- Inside the Cadence Framework Module
- Finish Your Cadence Set Up and Add Content
Before You Use Cadence Frameworks
Cadence Frameworks lay out the process your Cadence will use. Before you start adding Frameworks to your Cadences, there are some important things you should know.
First, Cadence Frameworks can include the following step types:
- Automated emails: If your team doesn't have Automated steps enabled under the Team emails settings, you won't be able to use any Frameworks which include automated email steps.
- Other steps
- LinkedIn steps: Your team must have LinkedIn Sales Navigator enabled to use any Frameworks which include LinkedIn Sales Navigator steps. If you select a Framework using a LinkedIn Sales Navigator step but don't have the feature enabled, you will see an error message.
- Things to Note: Enabling LinkedIn Sales Navigator does not require a LinkedIn Sales Navigator license.
Using Cadence Framework does not include content for the email steps. When you add a Framework that includes email steps, you will see a warning message that email steps are missing content.
You will not be able to add People to a Cadence using the Add to Cadence or Automation rules for Cadences that use Frameworks until content is added to all email steps.
Create a Cadence with Cadence Frameworks
To put a Cadence Framework into play, you must first create a new Cadence. This will give your Cadence the foundation it requires (like a name and settings). Once you have successfully created a new Cadence, you can add the Cadence Framework from the Cadence Overview page.
To add a Cadence Framework, follow these steps:
- Go through the steps to create a Cadence. Once you click Save, you will land on the Cadence Overview page.
- On the Overview page, you will decide how you would like to proceed with step creation between these two options:
- Start from Scratch
- Start with Framework
- In the Cadence Frameworks module, you will see all of the available Frameworks. Select a Framework to view the layout.
- Once you have found the Framework you would like to apply, hit the Use Framework button in the bottom right corner. The module will close and you will be navigated to the Cadence overview page with steps populated from the Framework.
- Review the Cadence steps! You may need to edit steps to include content or update instructions to your preferences.
- Note the top of the Overview will contain errors for missing content.
- Call, Other, and LinkedIn step instructions will be generated from the Framework.
- Send settings for automated steps will be also defined by the framework.
Inside the Cadence Framework Module
The Cadence Framework Module holds a lot of valuable information about the Frameworks you will apply into your Cadences. Let's take a look at the information you will see in the Cadence Framework Module.
Frameworks are grouped into six different types of sales Cadences which can be used for prospect and customer connections:
- Build Pipeline
- Generate Demand
- Close Deals
- Drive Success
- Renew and Expand
- Bonus Plays
Within each group, SalesLoft suggests multiple Frameworks which can be used for cadence creation.
Selecting a Framework from the list on the left will show a Framework preview, which includes:
- Framework Name and description
- Framework summary:
- Number of steps in the Cadence
- Cadence duration (in business days)
- Things to Note: SalesLoft will not include Saturdays and Sundays in business days by default.
- Automation (percent of automated steps to the total number of steps)
- Step Summary (labels for different steps types and the number of each step type included in the Framework)
- Cadence steps list
- Day the step will take place in relation to the Cadence
- Icon to represent the step type
- Steps combined with the vertical line indicate multi-touch steps which should be executed together.
- Automated steps are tagged with the specific label.
Finish Your Cadence Set Up and Add Content
While the Frameworks provide the suggested Cadence layout, they do not include content that will be sent to People. You will need to build and apply the content that is personalized for your business.
Once a Cadence Framework is selected, the steps will appear in your Cadence Overview. If any email content is included in the Cadence Framework, an alert message will appear that the top of the Overview page. The alert will tell you how many emails are missing content.
You will not be able to use or run the Cadence until all of the content has been added. Cadences missing content will show the alert icon on the Cadences Page to let you know content must be added.
To add email content to your Cadence that was created from a Framework, follow these steps:
- From the Cadence Overview page, scroll to find an email step. The step will have a yellow alert icon (exclamation point). You can hover over the icon to learn what is missing.
- Click the email title to open the Edit Email Variant window. This is where you will add your content.
- You have a couple of options to add content here:
- Insert a previously created template.
- Create your own content on the spot by filling out the following:
- Add a Name for the email being used
- Add a Subject line for when the email is sent.
- Write in the email message.
- Click Save.
- Repeat the steps with any additional emails in the Cadence.
Beyond adding content, you can edit Cadence steps once the framework is in place. To learn more, check out our Editing an Existing Cadence article.