How to add a Last Connected date in Salesloft
A Last Connected date is a field on each person, and ideally each account, holding the last time a call to them connected. To be useful it has to be filled in from your past calls, move with every new one, and never go backwards.
- Decide which call outcomes count before you fill anything in
- Put it on accounts as well as people: the latest across everyone there
- Fill it from past calls on day one, then keep it current
Why teams want one
"Who haven't we reached in 90 days?" is one of the most common questions in sales ops, and it needs a date to sort and filter by. The same goes for the last time someone was pitched, or booked a meeting.
Decide what counts
- Connected: the call outcomes your team treats as reaching a person.
- Pitched or booked: your own outcomes, such as "Meeting booked" or "Interested". Use the same ones your reports use, so a record and a report never disagree.
What a good one does
- Starts full. An empty date that only fills from today takes months to be useful. Fill it in from the calls already in Salesloft.
- Covers accounts. An account's date is the latest across its people, so "accounts nobody has reached in 90 days" works too.
- Only moves forward. If a rep types in a later date by hand, leave it alone.
- Uses your format. A text or date field, in the date format your team reads.
Salesloft's automation rules are built to act when something happens (see the Salesloft help centre). Keeping one date per person and per account in step with every call, and filling it from history, is a separate job, which is why teams often use a tool for it.
Put it to work
- A view of people on a cadence, sorted by Last Connected, oldest first.
- Accounts with no connect in 90 days, for re-engagement.
- Accounts pitched but never booked.
Pulsar Automate has Smart Dates for this: Last Connected, Last Pitched and Last Booked come built in, filled in from your past calls and moved within minutes of each new one, on people and accounts. Add your own for any outcome or call length. See Pulsar Automate
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