In order for your team to book the meetings/demos required hit your pipeline target, they need enough prospects and a Cadence structure to support their daily dial KPI. This page provides the blueprints to ensure your system is fueled and structured for that output.
If your team is manually searching for leads in your CRM to add to Salesloft, it creates a bottleneck that pulls them away from dialing and selling. To protect their time and maintain momentum, we should streamline the "injection" of leads into your Cadences.
How to Ensure Prospects are Added to Cadences:
Option A - Bulk Add: Create a specific Leads/Contacts View in SalesLoft (e.g., "New Leads - Ready for Outreach"). Use the "Add to Cadence" button at the top of the list to bulk-push leads directly into the first step of your Cadence. This eliminates the need for manual record-hopping.
Option B: - Automation Rules (The Hands-Free Method): The most efficient way to keep the queue full is via a Salesloft Automation Rule. Navigate to Settings > Data > Automation Rules and create a rule:
Trigger Category: CRM Data Sync
Trigger: When a lead is not found in SalesLoft
Action: Add them to Cadence
Data Requirement: Ensure the Mobile Phone and Direct Dial fields are mapped correctly from your Data Tool into your CRM, and from your CRM into Salesloft. If these fields are empty in SalesLoft, they won't be called in Orum, slowing down your team's output.
⚠️ ACTION ITEM: Finalize your CRM List Views or SalesLoft Automation Rules this week.
To reach your goal of ___ dials per rep, per day, the workflow must be designed for high-velocity execution. If your Cadences are built with too many research or email steps, your reps will spend their day behind a keyboard instead of on the phone. We need to optimize your Cadence "Step Logic" to prioritize the dialer.
Salesloft Configuration Requirements:
Frontload Call Steps: Place your first call task on Day 1, with a follow-up call on Day 2. This creates immediate "workload spikes" that ensure reps have tasks as soon as they log in.
High Call Density: Every Cadence should include at least 8 call steps. A "light" Cadence with only 2 or 3 calls will not provide the volume necessary to reach your targets.
The Logic: We are moving away from "research-heavy" steps toward "execution-heavy" steps. By frontloading and increasing the number of call tasks, we ensure the math stays in your favor and your team always has a full queue.
⚠️ ACTION ITEM: Audit your active Cadences and ensure they meet the 8-call minimum and Day 1 frontloading this week.
This guide is designed to help you self-configure these settings in Salesloft prior to dialing in Orum. If you encounter technical roadblocks with CRM syncing, Salesloft field mapping, Cadences, or Automations, please reach out to the experts at Salesloft Support.
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[Salesloft]: Confirm automation rule to end cadence
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