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.
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
compatibility
Claude Code, Jesse, Codex, Hermes, Windsurf, OpenCode, Gemini CLI, Copilot, Zed, VS Code, Goose
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.
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.
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.
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
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.
No validation rules. Close dates in the past, $0 opportunities, blank
required fields. Validation rules enforce data quality.
Process Builder instead of Flows. Process Builder is deprecated.
Migrate everything to Flows.
Lead assignment without enrichment. Routing an unenriched lead means
reps waste time researching. Enrich on lead create, then assign.
Report sprawl. 50 reports nobody reads. Build 5-7 dashboards that
answer the most important questions. Archive the rest.
Execution Artifacts
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
This skill includes lightweight artifacts the agent can load on demand:
Use the artifacts when the user asks for an implementation-ready deliverable, a repeatable workflow, or a quality check rather than generic advice.
