v1.2.0 to v1.2.0

---

name: salesforce-setup

description: >-

Set up Salesforce for B2B SaaS GTM — object model, opportunity pipelines,

lead management, reports and dashboards, automation (Flows), and enrichment

integration. Use when configuring Salesforce for sales or revops. Triggers on:

"Salesforce setup", "configure Salesforce", "Salesforce CRM", "Salesforce

pipeline", "Salesforce automation", or any Salesforce configuration request.

license: MIT

metadata:

version: "1.2.0"

author: LeadMagic

category: automation

tags: [salesforce, crm, setup, enterprise, sales, leads, contacts]

frameworks:

- "Salesforce Architecture — Lead/Account/Contact/Opportunity"

- "Marc Benioff — Trust selling, land-and-expand, customer success in CRM"

- "Force.com Platform — Flows, validation, reporting"

related_skills: [crm-toolkit, crm-integration, pipeline-management, hubspot-setup, attio-setup, hiring-agencies]

---

# Salesforce Setup

## Overview

Salesforce is the enterprise CRM standard. It's infinitely customizable and

infinitely misconfigurable. This skill covers GTM-specific Salesforce setup:

object model for B2B SaaS, opportunity pipelines, lead management, Flows

automation, reporting, and enrichment integration. Designed for teams that

have outgrown HubSpot or require enterprise-grade customization.

## Frameworks Referenced

This skill is grounded in public frameworks and source material relevant to the task:

- **Salesforce Architecture.** Use the relevant method or published guidance where it improves the requested deliverable; do not cite it as decoration.

- **Opportunity Pipeline Model.** Use the relevant method or published guidance where it improves the requested deliverable; do not cite it as decoration.

- **Force.com Platform.** Use the relevant method or published guidance where it improves the requested deliverable; do not cite it as decoration.

## When to Use

- "Set up Salesforce for our sales team"

- "Configure Salesforce opportunity pipeline"

- "Set up Salesforce Flows automation"

- "Build Salesforce reports and dashboards"

- "Migrate from HubSpot to Salesforce"

## Step-by-Step Process

Load **crm-toolkit** first — crm-selection, contacts-vs-leads (**Lead vs Contact**

decision), salesforce-blueprint, and implementation-partners (Salesforce almost always needs SI help).

### Phase 1: Object Model

Standard B2B SaaS object hierarchy: Lead → Account → Contact → Opportunity.

**Contacts vs leads:** Use the **Lead** object when SDRs qualify inbound before

opportunities exist. Convert Lead → Account + Contact + (optional) Opportunity.

Skip Leads only for low-volume founder-led motions — see **crm-toolkit**

contacts-vs-leads reference. Do not mirror HubSpot lifecycle as custom Lead fields

without a conversion path.

**Enterprise motion:** Load **crm-toolkit** → benioff-enterprise-playbook — land-and-expand

opp structure, CS fields, trust/commitment logging on Opportunity.

Custom objects for SaaS-specific needs: Subscription (track recurring revenue),

Customer Success Plan (health score, QBRs), Integration (partner tracking).

Key custom fields on Opportunity: MEDDICC dimensions (Economic Buyer, Decision

Criteria, Champion, etc.), ICP fit score, enrichment status, lead source detail,

competitors in deal.

### Phase 2: Opportunity Pipeline

**Sales process:** Define path per record type. Standard: Prospecting →

Qualification → Discovery → Demo → Proposal → Negotiation → Closed Won/Lost.

**Stage requirements:** Required fields per stage. Qualification: MEDDIC

dimensions populated. Proposal: Amount, Close Date, Competitors. Negotiation:

Decision Process documented.

**Validation rules:** Close Date cannot be in the past. Amount > $0. Next Step

required when stage changes. Stage cannot skip forward.

### Phase 3: Lead Management

**Lead conversion:** Lead → Account + Contact + Opportunity. Required mapping:

company name → Account Name, email → Contact Email. Auto-assignment rules

based on territory, deal size, or round-robin.

**Web-to-Lead:** Form submission creates Lead. Auto-enrich via Flow before

assignment. Score leads based on ICP fit + engagement.

### Phase 4: Flows Automation

Replace Process Builder and Workflow Rules with Flows (Salesforce's modern

automation tool). Key Flows:

- Auto-create task when opportunity stage changes

- Alert manager when deal stalls >14 days

- Create renewal opportunity 90 days before contract end

- Enrich contact on create via external service webhook

### Phase 5: Reports and Dashboards

**Sales dashboards:** Pipeline by stage, rep activity, forecast vs quota, win

rate by source, deal velocity.

**Revenue dashboards:** MRR/ARR trending, churn analysis, expansion revenue,

cohort retention.

**Data quality dashboards:** Missing required fields, stale opportunities,

duplicate detection, enrichment gaps.

### Phase 6: Enrichment Integration

**One-direction push:** External enrichment (Clay, LeadMagic) → Salesforce.

Never Salesforce → enrichment platform.

**Flow-triggered enrichment:** Contact created → Flow calls external webhook →

enrichment data writes back to Contact/Account fields.

**Scheduled enrichment:** Weekly batch job re-verifies emails >90 days old,

refreshes firmographic data on key accounts.

## Output Format

Salesforce configuration document with: object model diagram, opportunity

pipeline map with validation rules, lead management flow, Flows automation

catalog, dashboard specs, and enrichment integration architecture.

## Quality Check

- [ ] Object model: Lead → Account → Contact → Opportunity hierarchy configured

- [ ] Opportunity stages defined with required fields and validation rules

- [ ] Lead scoring and assignment rules active

- [ ] Key Flows automating repetitive tasks

- [ ] Dashboards for sales, revenue, and data quality

- [ ] Enrichment: one-direction push, never two-way sync

## Common Pitfalls

1. **Over-customization before process.** Custom objects and fields without a

defined process create complexity without value. Design the process, then

configure Salesforce to support it.

2. **No validation rules.** Close dates in the past, $0 opportunities, blank

required fields. Validation rules enforce data quality.

3. **Process Builder instead of Flows.** Process Builder is deprecated.

Migrate everything to Flows.

4. **Lead assignment without enrichment.** Routing an unenriched lead means

reps waste time researching. Enrich on lead create, then assign.

5. **Report sprawl.** 50 reports nobody reads. Build 5-7 dashboards that

answer the most important questions. Archive the rest.

## Execution Artifacts

This skill includes lightweight artifacts the agent can load on demand:

- `references/framework-notes.md` — named frameworks, citation anchors, and operating assumptions

- `templates/output-template.md` — copy-paste deliverable structure for the user

- `scripts/check-output.py` — local checklist validator for required sections

Use the artifacts when the user asks for an implementation-ready deliverable, a repeatable workflow, or a quality check rather than generic advice.

## Related Skills

- **crm-toolkit**: Selection, contacts-vs-leads, salesforce-blueprint, benioff-enterprise-playbook, partners

- **crm-integration**: CRM configuration principles

- **pipeline-management**: Deal stage design

- **hubspot-setup**: HubSpot alternative (no Lead object)

- **attio-setup**: Attio alternative (status + lists)

- **hiring-agencies**: SI / RevOps agency pilot