Admin Essentials: Salesloft Deals

Hello, everyone. Thank you for joining, this session around admin essentials for SalesLoft deals. Today, we're gonna walk through a couple of things regarding, for some of you, a new piece of functionality, and for some of you, something that has existed for a while, and that is our deals or opportunity management side of the house.

I will share my screen in just a second here.

I need to find a tab, and I need to hit share.

Today, you are joined by myself, Max Dillman, and Margaret Caswell.

I will go through some quick intros, some housekeeping items, and then we'll get started. And so to note, there's a couple things just housekeeping wise that I will call out for you all today.

This is being recorded. So if you have if you wanna review functionality, see something, that we were talking about, wanna review that in the future, you, of course, will be able to. And then, additionally, if you have questions, there is a q and a box over here on the right hand side, and I would recommend you guys ask questions throughout today's session. We're happy to answer any and help out as much as we can.

Lastly, just a quick note, deals is for Salesforce only customers for your CRM. And so if you are leveraging a different CRM, this might not work for you today, and it is today Salesforce only.

Moving forward. Alright. Again, this is gonna be presented by myself, Max Doman, a senior consultant here on the consulting services side of the house. And so I've been working with SalesLoft or at SalesLoft for a little over four years now. I work with some of our largest customers on ongoing programs, and so ensuring that once they have SalesLoft, now that you that you are you're using leveraging the platform on a daily basis, how to really maximize value, and get the most out of this. Also joined by one of my great colleagues here, Margaret.

Hi, everybody. My name's Margaret. I'm a senior customer success architect. I've been at SalesLoft for almost six years.

So similar, to Max, I work with a lot of our existing customers on optimizing, their usage of SalesLoft and making sure that their settings are configured correctly.

So things like deal settings, which is relevant for today.

Spot on.

Alright. We'll keep going, and we'll talk a little bit about agenda, and then we'll jump in. So, again, today, we'll talk about what is deals, why does it matter. We'll talk a little bit about a day in the life or how it's relevant for a couple different stakeholders or I'll call call them use cases.

Margaret will walk us through a great, intro to configuration, some of the things that we need to consider when setting up deals, and then we'll talk about some advanced functionality and settings and some next steps towards the end.

So let's talk a little bit about what is deals, how does it work, and then we'll talk about how to set it up.

For this, I'm actually just gonna jump into SalesLoft. We'll bounce around to a couple places, and then I'll toss it over to Margaret. So deals at its core are Salesforce opportunities, and the benefit of leveraging it within SalesLoft is it's really going to integrate into a ton of different workflows. And so the first spot that mainly a seller, and sometimes a manager is going to be able to leverage deals functionality is simply just in their daily tasks. And so you'll see here while I'm navigating and working through rhythm, leveraging that AI prioritization, some of my tasks are being reprioritized and then saying, hey, Max. Do this first because it is related to opportunities that are closing soon.

And so you'll see here this one's prioritized for me because it has, a ninety two deal engagement score, which we'll talk about. It's closing theoretically today, and it's in negotiation worth three hundred k. And so without having to really do much on the deal side of the platform, I'm already getting a more prioritized workflow based on my tasks because they're related to opportunities.

That's one. And then the other benefit, to leveraging deals or beginning to leverage deals is really the, viewing, managing, and updating side of opportunities. And so you'll find most of your deals functionality and most of the features for deals under workspace and then deals, and this will take you to, the first view that you'll see for, for deals, which is your pipeline view.

We'll let this load. It's a demo account, so sometimes things load differently here.

But now that I'm on this view, the first thing that you'll just see is really every opportunity that exists in Salesforce. And so without having to do anything, I can view all of my Salesforce opportunities here on the deal side of the house.

And so from a high level, there's a couple of things here that are really helpful. The first, again, I can just view everything. From a rep perspective and from some managers, you also get the ease of inline editing. So if I need to change or update my stage, I can do that right here for all of my opportunities.

If I wanna update my next step, my close date, my amount, whatever I need to do, I can do all of that on this pipeline page.

And then there are two deal specific features that I find incredibly helpful. We'll talk about one of them to start, and we'll get more into deal engagement score towards the end. But if you are using Salesforce to manage opportunities, I would almost encourage every single person to do it in deals because of deal gaps. And so Margaret will tell us more about this, but a gap is essentially raise your hand, flag this opportunity if it does not have something that we know we should have as part of that opportunity, whether it be fields, whether it be next steps, whether it be actions, whether it be activity.

Anything like that, we can create as a gap. And, essentially, it's gonna say, you know, for example, this opportunity has seven gaps because for MEDDPIC, metric metrics is empty. We don't have a decision maker. My competitor is empty.

You know, maybe I don't have a next step. My close date's past due. A bunch of other things. And so without needing to open up the deal, go into Salesforce, ask my rep.

If I'm the rep, ask my manager, talk to leadership to get more contacts, more information. I can quickly just go right here and see, oh, here's the seven things that are not going well. Let's go action on that. Let's correct that.

Let's get this back on track.

That's a ton of information. I'll just pause there. Margaret, anything that you would add? I don't see any questions in the chat, but anything so far?

Nope. All good. Yeah. Next up, we'll just dive into how to set it up.

Let's do it. Alright. So we've talked about that. We've talked about that.

Let's talk a little bit about configuration.

Margaret, to you.

Thank you.

Okay. So, this is really my bread and butter here talking about the nitty gritty of setup. So you're new to deals. You've never set it up before. What does this page look like when you first go to configure opportunity management.

Now something that I really love about our deal settings, and our deals module is how easy it is to set up really to turn on opportunity sync and have every opportunity, every field you have on the opportunity object to flow into SalesLoft, all you need to do is push two buttons. So super, super easy. But this is the page that you'll see the first time that you click on deals, modules. So you'll see that you need to connect to Salesforce, and I want you to think of the cadence side of setup.

So when you connected to Salesforce over there and the deal side of setup as two completely separate things, you still do need to connect to Salesforce for deals. So even if you've gone through all of your field configuration on the Cadence side and you've handled all of that, you still need to come through and connect it for the deal side. Once you do that, we are going to immediately have access to every opportunity that your connector user has access to. So think of deals more as a mirror than anything else.

The other thing that you need to do to just get the opportunities to begin syncing and fields to appear is to configure an amount field. So it's okay if you have multiple different currency fields that you'd like to have in deals, but you need to choose one source of truth. So sometimes that's the standard amount field, sometimes it's not. You just need to pick one at the start.

You can always change it later for deals to be turned on. So, again, two buttons, and then boom, we're off to the races.

So now let me actually go through all of the different tabs and deals and show you what the configuration is like for that. So, Max, I will steal the screen share. Thank you.

Okay. So this is what you're gonna see once you've configured the sync initially. You're gonna see every opportunity that your connector user has access to flow into SalesLoft.

So, again, I want you to think of deals as a complete mirror to your opportunities in Salesforce.

So, everything that they see again from an opportunity level or a field level is something that you are able to see here. But one of the huge benefits of using SalesLoft's deals over using Salesforce to make updates is the fact that inline editing can be done from this page. So if I were to edit any Salesforce field here, it would immediately sync back over to Salesforce with one click. So different from how it works in Salesforce where you have to click multiple different buttons to get one simple field update. So huge win there just from a rep perspective, being able to click one thing and have that sync through.

Now how do I decide what fields I see?

Nothing to do with field configuration. Again, I want you to keep those things completely separate in your mind.

All you have to do is click our manage columns button, and every field that you have on the opportunity or the account level is a field that is available to bring into your view here.

Again, deals is a mirror to Salesforce. So if a rep has the ability to update a field in Salesforce, then they'll have the ability to update it in deals. If they don't have the ability to update it in Salesforce, they won't be able to save their edits in deals.

So we're just trying to make it as easy as possible for reps to be able to update information on the opportunity.

You will likely need multiple different views for different use cases. Sometimes you'll have a my opportunity dashboard view, but then you might also wanna have share a dashboard that the entire team reviews that pull in more opportunities, than just your own. And those are very easy to configure either based on an opportunity based on the opportunity object or based on the account object. So here are my already saved personal dashboards.

I can even edit one of these and make it a shared dashboard or, you know, start from scratch.

The way that you add filters to create the different dashboards is much, much easier than trying to build out a dashboard in Salesforce, which is another key benefit to using deals.

A lot of times, you need to be a full Salesforce admin in terms of knowledge to be able to create sophisticated reports and dashboards in Salesforce. But in deals, everything that you would need to know is available right here at the top of the screen. So I wanna filter based on date, owner, record type, or any other field that I have available on the opportunity account. I can do that. I can pull that in, and I can add that as a filter, and then I can save a dashboard again for myself or for my team to review with just a couple of clicks. So super easy in terms of configuration.

I I'd say adopt the crawl, walk, run, mentality here. So just start with one or two dashboards, and then as you have different use cases, you can create more and more. They're very easy to create, and there's no limit to the amount that you can have.

And then while I'm on this page, I'm gonna call out the three SalesLoft specific fields. So everything else is going to be, like I said, a mirror to what is in Salesforce, but there are a couple of SalesLoft specific fields that you'll see. So, deal engagement score is one of them. So this is something that you can choose to turn on or off under admin settings, under opportunities.

I can say I want to have this enabled or disabled, and it is just a score that is generated via AI, based on a high number of different metrics. But a couple of examples would be, does this person have a stakeholder attached to them? Like, is there a person that's related to this deal? Has the deal progressed much in the past few weeks?

Is it stuck in a particular stage? Is there activity on the deal? Lots and lots of different factors there, but, ultimately, we generate a score for each deal for you. And this is just supposed to be used as, like, a high level, metric of where does this deal stand?

Does it need attention?

Speaking of giving deals attention, deal gaps serve a similar purpose. So Max alluded to some of these, during his presentation, but, deal gaps are similar to to automation rules and that you can configure a lot of different gaps based on different criteria similar to how you could for an automation on the cadence side. So if you're familiar with those on the cadence side, deal gaps is pretty similar in terms of setup.

We do have a couple that come out of the box for you, and these are, again, just gonna be key identifiers for either your reps or your managers to know if a deal is progressing quickly enough or not.

So very common deal gaps that we see is if somebody has been stuck in a stage for multiple days or they haven't had any activity on them at all in two weeks. You know, that's something that you would wanna flag as a user or as a manager.

And then you're also able to decide how many deal gaps before the deal is either in yellow status, so we need to do some work, or red status. High alert. We need to do a lot of work on this opportunity.

So two out of the box SalesLoft specific, features that you're able to to leverage to better understand where your deal stands, and you're able to easily filter by these things. So you can filter by a particular deal gap. It makes it easier to make the updates in mass. Like, I need to update all of these stages or, you know, I need to do activity on all of these deals, for instance.

And then the final, deal specific, feature that I'll mention is our to dos.

So a deal to do, is bidirectionally synced with a Salesforce opportunity task. So if you were to create an open task and an opportunity that says, I need to reach out to this person, and I'm gonna make a note for myself to to email them in a certain time or or whatever it might be, It's the same thing as a deals to do, but we just have our specific naming convention for it.

So deals to do, again, synonymous with a opportunity task, and it is different from, the cadence side as we do actually push these open to the opportunity as open until they're completed.

You can also assign these to different SalesLoft users. So for instance, if I needed my sales engineer to do something, I could add in my to do, and then I could say I want to choose the SalesLoft user to assign it to, and then they'll see it in their deal view that they have a task.

And, again, this does push over to Salesforce as does everything here. Think of these two systems as a mirror. I can't, say them enough, but helps to kind of understand what should be the expected, functionality in deals. It should be the same functionality that you see in Salesforce for the most part.

Okay. Now let's actually drill into a particular deal. So this is showing me all of my deals that, you know, fall under the the criteria that I've set under my filters here. But once I click into a specific deal, I see a lot more information, than I had before, so on the pipeline view.

So the pipeline view, you're gonna you're gonna have kind of your most important fields or the fields that you're most likely gonna be making edits to. But on the deal status, page, you're gonna have probably more fields that you're not necessarily touching, but that you want to have visibility into. So let's say the use case here is you're having a one on one with your manager, and they ask for more information about a particular deal, clicking into the deal view here is gonna allow you to do that and share more information about it. So this is where you're gonna have most field information visible.

There's a couple of different panels that you'll see here. All of them are customizable.

So this panel here is your deal status page. So it is your most important field information that everybody would theoretically care about. So by default, we pull in the stage of the opportunity and the close date. So, again, think of it as your most most important fields.

And then this is your deal summary. So you're gonna have a lot more field information here, and you can get very custom with what fields show up and how you choose to group them. So a use case might be you have a group of fields that all that you have for a specific stage of the opportunity. So maybe, like, when they get moved to the negotiation stage, there's five fields they need to fill out or something like that. Or you might have a group that is specific to a SalesLoft user. So maybe a sales engineer section that only they fill out or, you know, an AE section that only they fill out.

But you can have a lot of different fields here, and you can group them however you want. Where do you do all that grouping? You do it under the admin settings under deal status.

So this is where I'm able to designate what fields show up for those two different panels.

So my deal status, those are those are those top most important fields, and then deal summary. So a lot more, information here, and this is where you can add those categories, choose something as required, etcetera.

And then I believe there's one Sorry, Margaret.

I would just call out.

You mentioned it, but I see a lot of teams leverage, you know, their sales methodology or opportunity stages in this area. So if you have or use MEDDPIC or MEDDPIC or BANT or anything like that, you know, include those fields, those categories. You can build a MEDDPIC category and all the related fields in these views, as well as if you have, you know, crucial things that should happen at specific opportunity stages, you can even create categories like that, you know, for proposal. What needs what are the required fields? What are the important things to note in that stage or related to? And you can build those different categories or areas here.

Yep. Great callouts.

And then, while we're on the settings page, I'm gonna just call out two additional settings that I think would be kind of good to keep in the back of your mind as you're going through the configuration of deals. I'll also pause to say all of these settings, each of them that you see here is actually outlined in the deck that we're gonna share with you all as follow-up. There's an appendix that walks through each of these different settings in case you see something that you have additional questions about. Expect that as follow-up.

But two that I wanna call out live because I think they're really important.

One is this closed lost reason setting. So if you have a dependency around closed loss, so for instance, closed loss reason that you want your reps to fill out, you can set that up right here. So if I were to go into the pipeline view and try to change this to closed lost, I would be met with a screen of a bunch of fields I need to fill out because we have a lot more demo.

But this is just nice functionality if you've got dependencies around the closed lost reason.

The second feature that I wanna call out here is, under CRM object creation. So by default, we do allow for creation of contacts, accounts, and opportunities, for every user that gets access to deals, but a lot of teams that I work with do not want that. They don't want teams to be able to create opportunities directly and deals for whatever reason. They want to always go through Salesforce.

If you wanted to disable opportunity creation or record creation of any of these three types, so that a rep couldn't do this, all you need to do is x out of every field listed for that object. So if I were to remove all five of these under account, nobody can create an account, directly in SalesLoft. So just as a callout by default, this is on. Very easy to turn off. Just remove the fields. So, again, this is called out in the deck as well, but I wanted to make sure this was clear.

And, Margaret, real quick. We've had a good number of questions regarding validation rules.

If we just wanna touch on that either now or at some point. I've heard of that a few times, but I wanna be really clear so everyone's on the same page. If you have a validation rule in Salesforce, SalesLoft will respect that. It won't let the user update that.

They'll still meet validation error and not be allowed to push that, whatever it is, to Salesforce. I do believe we will even give them what error they're reaching. And so whatever Salesforce says, this is what's not right. We will replicate that and mirror that in SalesLoft to be really clear on it's not just an error, whoopsies, but, this is exactly what's not met and why.

Spot on. So it's important to make sure that your validation in Salesforce, the error reason is clear on what field is missing.

So, for instance, if they tried if you had additional stages that had dependencies, you would just wanna make sure that in Salesforce, it says, like, oh, don't fill you can't choose proposal because you have not picked proposal reason or whatever it is, and then that'll flash on the screen. It'll say that for the rep. And then as long as that field is in the pipeline view, the rep can just quickly make that update and then go back and make the the other update that they were trying to do initially. So deals is very, very clear, about what is missing, and it's very easy to satisfy that from a rep perspective as long as everything has been brought into the pipeline view, which the rep can do or the manager can do.

Super easy. Okay. Good good call out there. If there's any other questions about that, please throw them in.

But I'm actually gonna navigate back to our our deal view, because I wanna spend some time talking about this buying group section. So a buying group is a collection of stakeholders that I want you to think of as almost always synonymous with a contact role on an opportunity in Salesforce. So if you have, let's say, three contact roles on an opportunity in Salesforce, you would automatically see those as stakeholders under the buying group, on a deal. And there's a couple of different benefits to this feature.

One is that just from a, like, kind of reporting perspective, if I have a stakeholder associated with a deal, that any SalesLoft activity that happens on that record, I can see on the deal view here. So I can see everything that's happening, and I can actually navigate straight to that activity, straight to that conversation, recording.

So it just makes it easy to to have kind of a holistic view of what is exactly happening on the opportunity.

The other key benefit is that I'm able to action off of this person directly from the deal view using all of the different, methods that you could reach out to this person if you were on the cadence side or using the Chrome extension somewhere else. So I can add them to a cadence. I can book a meeting with them, etcetera.

We do also have a feature called auto buying group capture. So SalesLoft tries to assist you in, you know, smartly adding people as a stakeholder based on that person engaging in a way that indicates they should be added. So for instance, they are related to, an account, and that account is related to the opportunity. Maybe they don't actually have a contact role in Salesforce, but you're emailing them and calling them, and they should be a stakeholder. Auto buying group capture will automatically bring them over here. Or maybe they're on a meeting, with a bunch of other stakeholders.

Auto buying group capture will, will add them here as well. And then, again, the benefits are you're able to reach out to them from this panel, and you're able to see their activity here.

Oh, and then how do I choose, what fields populate if I need to create a stakeholder from this page? So this is creating an entire new person record.

You do that under admin settings under stakeholders.

So, likely, you're doing a lot of your person creation in Salesforce directly, so this might not necessarily, be something that you need to to leverage heavily. But let's say you wanted your reps to actually create some of the records from the stakeholder panel as they're talking to different accounts and opportunities, they could do that and you could choose what fields are required so that you're matching the the Salesforce logic of what are the required fields.

Alright.

So now I am going to navigate to the cadence side of the platform. There are a couple of settings there that I wanna show you that are relevant for deals.

Okay. So two big ones. One is under access and visibility. If you're not familiar with this setting, this setting allows you to lock down record visibility based on ownership. So I can say I want, my opportunity, for instance, to only be visible based on if I own it, or I can say anybody can view it.

You can do the same thing with accounts and people. That's more relevant for the cadence side. But for deals, this does apply. So if I wanna lock down what what opportunities I can allow people to see based on ownership, pop over into access and visibility, and this is where you can mark that down to remain compliant. You know, especially if it is set up like that in Salesforce, then we would recommend mirroring that here.

And then the second setting that I'm gonna call out is under goals.

So, our goal management table applies to a lot of different places and app. So, under coaching, for instance, and then some, of our deals analytics.

So if you want to configure, any of that, you do it all under the goal management table here, and it's very slowly loading. But, for instance, new pipeline added, that is a deal specific metric. So I can say, these are the goals that I have for my users, and then that will be relevant for, again, our in app analytics.

So you do need to come in here as an admin periodically, either monthly, quarterly, you know, or you can do it further out in time and keep these up to date if you wanted to leverage, any of the analytics around it.

Speaking of analytics, I'm actually gonna pass it back over to Max to briefly touch on that before we wrap up.

Thank you.

And as I said in the chat, great questions everyone so far, so please keep those coming.

I'm gonna share my screen again, and let's touch on some analytics. So now that you guys do have deals or, again, opportunity management in SalesLoft, you will also get a new set of reports and analytics that are very helpful to identify really what's working well in our opportunity process today and where do we need to spend some time, really coaching to uplevel the team and start to move more opportunities from not closing to closing.

And so you'll find all these under analytics, and now pipeline review will be your new section that you have related to opportunities or to deals. And there are really three reports or areas that you can go within pipeline review. The first is deal overview. You'll then have flowchart and conversion rate. We'll walk through all of these today.

Deal overview is more or less high level where your opportunity's at. And so right now, I'm looking at just myself.

For this quarter, I've closed ninety k, nine percent of my total goal. These goals are coming from your SalesLoft goals. And so, again, if you go to settings, goals, you've inserted or uploaded goals in that page, that's what we're pulling from here.

Based on where I have Salesforce opportunities in stages with waiting, it's also projecting where I might end the quarter, or the month depending what time frame I'm looking at.

And then where I would position or point you guys towards are actually the tables slash graphs towards the bottom here. These are really helpful because it's going to highlight where your current pipeline is related to some deals functionality.

And so for example here, I'm looking at my pipeline health by gap count. And so I can see here, you know, as an example, I have, three hundred k. Majority of my pipeline is in the negotiation stage and with only zero to one gap. That's good.

Not a not a ton of thing not a ton of things going wrong there or items that I need to focus on, for this opportunity. But imagine that this was flipped, and I actually had three hundred k up here. That's saying that I have a lot of money in the last stage of my opportunity cycle with three plus deal gaps. There's probably something wrong there.

They might not all close. That's a risk for me, as a seller, for my manager, you know, for the for the team overall.

You can also filter this by days in stage. And so another good view of, imagine, I had three hundred k up here, all was in that stage for twenty two plus days. You know, we know that this stage should be converting in eight days, for example.

Those have been there for a good amount of time over our average, deal cycle. Again, something to focus on. You can even drill into this. You can click it. It'll showcase those opportunities that are in this, category.

You'll see that this is one deal, and I can go find out what's going on.

On the right hand side, similar view pipeline by close date. So just seeing where things are at in the pipeline, and you can look at this by, again, days and stage or, overall pipeline.

The next section that we'll go to is flowchart. I opened this up just to save some time here. But, essentially, what flowchart is, it's it's going to highlight where are you starting, whether it's a quarter or a month based on your filters up on top. So for example, I'm looking at this quarter.

I started this quarter with four hundred and fifty k in pipeline, or in my book, essentially, and where am I projected to end based on how deals are flowing through stages and in some case, forecast categories. And so for example here, this allows me to see, I started with ninety five k in open pipeline, and it looks like most of that is now over here in idle, not moving forward. And so I can click into this. It'll highlight towards the bottom what those opportunities are.

And then, again, I can go forward and say, alright. What do I need to do here to move this forward?

Or same idea, we started in best case, and something in best case got pushed out. What was that and why? So I can click into that, highlight it towards the bottom, and then myself, my manager, whoever can start to build a plan on how do we move this from pushed out to let's bring it back this quarter or what do we need to do did what do we need to do next quarter or month to win this deal?

And so some really great analytics here around again. Where did we start? Where are we projected to end? Or where did we end?

And how did thing how did things flow through our opportunity process?

The last one is your conversion rate, and this is one that I would highly encourage everyone to look at really from an individual seller perspective because this is going to highlight your opportunity stages and the average conversion rate from each stage to the following. And so, for example, if we're looking at this, you know, let's say it's this month or quarter, I can now see we started with four hundred and thirty three opportunities.

We've closed fifty, forty nine of them. Where did they fall out in this process? And so, for example, based on, you know, this data, we can see we're converting around seventy, sixty, seventy percent through our stages, but then bang, forty percent from negotiation to close one.

We're losing everything right here. And so does that mean we're not qualifying enough and we're getting, you know, the wrong people through our opportunity stage? Does that mean we have a competitor that's coming in late stage and giving us a different price? The customer's going there.

You know, why are people falling out in our last stage of the opportunity?

How can we focus on that?

And then down below, we'll give you each person and then their conversion rates for each stage. You know, if so for example, if I see someone, Claire and Donna are in the same role, same person, but Donna converts eighty one percent, Claire converts at forty, why? I'm gonna talk to them, identify what do they do differently, how can we learn from this, and start to really push things forward from a deals perspective.

That was quick.

Margaret, anything that you would add there?

Kinda wanted to keep it kinda high level, not give you guys too much context or not context, but too much info today. Don't wanna overwhelm everyone.

Anything to add?

I I think no. But we did get a good question that I wanna address. And this is not about analytics, but I I still think it's important.

Is it possible to show opportunities on the pipeline view, per sales rep by their role?

So to answer that question, to yeah. Do you mind just popping into the view? So you're able to filter by group in the pipeline view, and that's based on SalesLoft group setup. You're also able to filter by different Salesforce owners. You can multiselect them there.

You know, theoretically, if they all have the same role and that's how you wanted to filter, you could do that.

Lots of flexibility with the pipeline view and how you're you're filtering.

So, hopefully, that answers that question. And then for territorial and individual quotas, is it possible to set a quota for reps? And I think that kind of gets us into the forecast, portion of this, unless you're talking about, goal management.

You are able to set goals on an individual basis, to be clear, but, I also do we will touch on forecasting. That is a different deals feature, but I'll I'll pause before we go into that. And then, another question. I'm told I do not have deal access. I'm told I should have deals access now, but I don't see. Is there some configuration I need to do in order to access?

No. It should just be under a, SalesLoft setting. So it's a a role based setting. Deals access is what it is called. So I would reach out to your team's internal admin, to make sure that that's checked for your profile in SalesLoft. And if it's not, please reach out to our support team, and they can double check that everything is in place. But should be able to see it.

It's just one button.

Mhmm. And then, to the question just on filtering by role, if you do have that as a field or something visible on the opportunity or account, you can also filter by anything on the account or opportunity.

And so as an example, you could, this last button. Here's our managed columns. You can bring in any field on the opportunity or account. And so if you did have role here, you could add that to your view, and then you could advanced filter by that potentially.

And so there is a good amount of flexibility on what you can bring in and how to filter by it.

And then, the last thing that I we wanted to mention as, Margaret was kind of teasing is there is one other piece of functionality that we do have here at SalesLoft. It is an add on to deals. So if you don't already have this, this would be a paid new feature, and that is the ability to forecast through SalesLoft deals. And so if you're currently leveraging Salesforce for forecasting or especially if your team is, I know, doing spreadsheets or something manual outside of any software or tool, I would encourage you guys to look into this. It's essentially the way ability to build a hierarchy based on Salesforce, a forecast model, and strategy.

And that way you can get all of your teams into one, you know, forecasting day or a couple forecasting days throughout the week so you're able to better call numbers, see what people are looking to bring in for pipeline or new logos, and, forecast in one tool versus all their spreadsheets or somewhere else.

I have quite a few teams that leverage forecast today. And, again, they just find it very helpful to be able to just see everything in one. What what are the roll ups of numbers? Who's calling what? And how can we learn from that to better prioritize where we spend time?

Margaret, anything you would mention there?

Nope. All good.

And I think I've answered every open question in the chat in the q and a. If anybody has additional questions, if you could keep them in the q and a box, that would be great, because I don't wanna miss anything.

And I'll let you share the resources.

Absolutely.

And so in terms of resources, we have a ton of items here at SalesLoft to help out. Of course, you have, you know, your account teams, your AE, your CSM, or those resources are able to help and assist you in terms of setup functionality and how to leverage it. We have a ton of knowledge based articles on deals, admin settings, the screens we're looking at, forecasting, and what you need in Salesforce to do that. On the SalesLoft side, we have a couple elearning or courses that you can actually take around deals, including our administrators, which are our administrator certification.

Extremely helpful if you're managing all of SalesLoft and want a good understanding of how do things work together.

And then the last thing that I would highlight that's not two more. Champions Hub, this is where you can ask questions. So if you are new to deals, go to Champions Hub, and you can start to actually interact with other customers that are already leveraging the platform, see what they're doing, seeing what they're building as gaps, you know, how how they've set it up, their strategy, hear from actual customers.

And then the other one that I am showcasing to all of the teams I work with is if you hit your name, initials in the top right, ask a question. We now have our own, AI functionality to help answer questions. And so if you were looking for, how to do deal gaps, you can type that into, you know, your Ask AI, ask your SalesLoft assistant, and it will spit out an answer that's very detailed around what are deal gaps, how to set them up, or whatever your question relates to. So once this pops up here, we can see, for example here we go.

Deal gaps.

What are they? How to configure them? Some information around them? What does the color coding mean towards the top?

Examples.

So a ton of really great info and context around what these are and how to use them.

So what I would encourage you guys to leverage that.

And I think that's really everything we were looking to cover. So we can use the rest of the time for open q and a. We can review things we've already chatted about if we wanna go through in some more detail or some additional questions.

But the rest of the time is yours.

Margaret, anything else that you'd highlight before that?

Nope. I think, yeah, we're up to date on the chat and the q and a. So, yeah, if anybody just needs clarity, please just, just ask in the q and a box. We'll hang on for a few minutes here, to let everyone have a chance to type out their questions.

Okay. May have missed it. Deals visible under accounts.

Workspace.

Oh, or are you thinking is deals visible in the account view?

Yeah. And to clarify, on the cadence side of SalesLoft, when you click on an account record or a person record, you will see related opportunities there.

That is not pulling from deals.

That is pulling from opportunity sync cadence specific. So that's something that you set up. You know, if you have fill configuration enabled and you've you've got opportunity sync on, then opportunities will show up under a specific person or account record. And then on the deals side, again, those just all flow in when you connect to Salesforce.

You will see what the related account is on an opportunity on the deal side. So I hope that's not confusing. I just wanna keep those two items kind of separate in your minds as you're going through things like configuration.

For instance, I've had a lot of customers say, I'm out to field field configuration. Why isn't it showing up in deals? It's because the two are unrelated. So, you know, field configuration is its own thing, and that is for the cadence side. For deals, it is just plug and play. You just click manage columns, pull in anything you wanna see, and it'll show up right there.

The other question around viewing questions, I think if you are either in the q and a box or the chat, you'll see the question question and then view answer right under that. If you click view answer, it should take you to the answer.

But if not, if you wanna repost any of the questions, we will just answer them out loud from the source.

As we're waiting, couple other fun things just to note around, deals functionality or things that you're looking at here.

In SalesLoft deals, there's this days on the left hand side. That's days since the opportunity was open. And so, for example, if you're looking through this and you see something that's, like, a thousand, why is that opportunity still here? It should be closed lost. It should be won. Let's look into it.

This Salesforce cloud will take you right to that opportunity in Salesforce.

Anything that has the exclamation point is related to a deal gap. So this is saying I don't have a next step. That's a gap that I have in this account. So next step is empty. So any of those exclamation points are gap related.

And I'll think about some others as we're looking for questions.

I just got another one. How can we get an access to a SalesLoft test environment?

Reach out to your CSM or the success team, and they can talk you through the options for that.

So if you're not sure who your CSM is, just email success at salesoft dot com for the purpose of a test environment. If you do have deal specific questions, we ask that you guys go to the champions hub for that because we've got a deal specific section there for deals questions.

And then, really quickly, I see your question in the chat side. Forecast does leverage Salesforce hierarchy and user object for building a forecast.

We didn't really go into forecast too much in detail today, but that is how it works.

Okay. And then another one, will to dos be visible in an opportunity if they are assigned to a Salesforce user that does not have a SalesLoft license? Yes.

Yes.

You will still see them, but, obviously, the assignee has to close it out in Salesforce directly.

They can't close it out, on the deal side. But, yes, you should still see those tasks.

Yeah. Because a to do is a Salesforce task.

And so record Vidyard, sent demo. If we go to Salesforce to view that opportunity, whether I have deals access or not, I have to find where tasks are on this layout.

I don't know. Margaret, what do you happen to know?

I think they're just not on that particular layout. Can't really see.

Theoretically, yeah. I mean, a lot of you probably have, like, a related tab on your opportunities, and you have all your activity there. That's where the you know, that's where we're pulling from. Oh, there it is. Okay.

It just might not be visible in this account, but it would.

Okay. And then will we be doing a deeper session on forecast?

That, Mimi may know.

We do have some on demand resources for forecast already available.

So everything that's linked in the deck, some of it will take you to forecast resources as well.

I do not know if there's one scheduled yet, but we do have some automated resources.

But maybe just posted a forecast help article in the chat.

And forecasting is awesome. If you don't have a forecast process, it allows you to build one in SalesLoft. And if you do, it allows you just to mirror it in SalesLoft so your team can follow the same thing in Salesforce or wherever they were doing it before on the SalesLoft side.

So, again, would encourage everyone to leverage that if you have access or look into that if you do not.

And I have personally found it's it's a lot easier to navigate SalesLoft's forecast page than it is, in Salesforce.

I think the Salesforce forecast can can get a little bit confusing, but SalesLoft's done a done a good job of laying it out in a very clear way for each user to see what exactly they are gonna forecast against for each, you know, periods of quarter or month.

So, yeah, if there's more questions on forecast, feel free to throw those in as well. Where can the recording be found? It will be emailed out to you. Don't worry. And then, also, it will be forever present on, like, sales off-site.

Thank you, Mimi.

Alright.

Well, thank you.

Go ahead. Go ahead.

I think I hear Michael back going.

Got me.

Okay. If there are any other questions, again, please add those to to the champions hub.

But thank you everybody for for joining today and for such good questions.

Alright.

Take care, everyone.

Thanks, everyone. Appreciate it.