Sales Engagement Platform - Project Details / Task List
Tag: sales-engagement
Total Hours: 100h
Structure: Multi-Milestone (>50h)
Milestone 1: Sales Engagement Platform - 1. Assessment, Configuration & Sequences
Tag: sales-engagement
Description: Discovery, platform selection, configuration, and sequence building for sales engagement platform deployment
Hours: 67h
Task List: (Sales Engagement) 1. Assessment & Platform Selection
Contains: Parts 1-2
| Task | Est | Description |
|---|---|---|
| 1. Audit Current Sales Engagement Process | 3h | Document how the sales team currently manages outreach and identify gaps in tooling and process. End state: Gap analysis showing current pain points and requirements for platform selection. • Interview 3-5 SDRs/AEs on their current outreach workflow (email, phone, LinkedIn, tasks) • Document what tools reps currently use (CRM native sequences, spreadsheets, manual tracking) • Pull activity metrics from CRM to establish baseline (emails sent, calls logged, response rates) • Identify data sources currently used for prospecting (ZoomInfo, Apollo, LinkedIn Sales Nav) • Quantify time spent on manual tasks vs. actual selling time • Document which channels are used and their relative priority (email vs. phone vs. social) |
| 2. Define Platform Requirements & Success Criteria | 2h | Translate sales team needs into platform requirements and establish measurable success criteria. End state: Requirements document with must-have features and success metrics. • Define required CRM integration (Salesforce, HubSpot, or Microsoft Dynamics) • Document email provider requirements (Google Workspace vs. Microsoft 365) • List must-have features: sequences, dialer, LinkedIn integration, analytics • Identify nice-to-have features: AI personalization, intent data, conversation intelligence • Set success criteria (e.g., 50% increase in daily touches, 20% improvement in response rates) • Document team size and licensing requirements |
| 3. Evaluate Platform Options | 3h | Compare sales engagement platform options against requirements and tech stack compatibility. End state: Shortlist of 2-3 platforms with pros/cons documented. • Evaluate primary options: Outreach, Salesloft, Amplemarket, Apollo, Groove • Score each platform on CRM integration depth (Outreach/Groove excel with Salesforce) • Assess dialer functionality if outbound calling is priority (Salesloft, Outreach) • Compare email deliverability features (inbox rotation, warm-up, domain health) • Evaluate cost per seat and total cost of ownership • Check integration capabilities with existing data enrichment tools (ZoomInfo, Clay, Clearbit) • Note learning curve complexity (Outreach/Salesloft have steep learning curves) |
| 4. Conduct Platform Demo & Selection | 3h | Run demos with shortlisted vendors and make final platform selection with stakeholder buy-in. End state: Platform selected with budget approved and contract initiated. • Schedule demos with 2-3 shortlisted vendors • Include key stakeholders: Sales leadership, RevOps, IT (for security review) • Test specific use cases during demo (sequence creation, CRM sync, reporting) • Request trial period if available for hands-on evaluation • Present recommendation with ROI analysis to decision makers • Get budget approval and initiate procurement process |
Task List: (Sales Engagement) 2. Configuration & Sequences
Contains: Parts 3-4
| Task | Est | Description |
|---|---|---|
| 5. Set Up Platform Account & CRM Connection | 4h | Create the platform account, establish admin structure, and connect to CRM with proper API permissions. End state: Platform connected to CRM with bidirectional sync enabled. • Create platform account with proper admin/user hierarchy • Connect to Salesforce/HubSpot via OAuth authentication • Configure API permissions (read/write for contacts, accounts, activities, opportunities) • Set up field mappings between platform and CRM objects • Enable bidirectional sync for activity logging • Test sync with sample records to verify data flow • Document admin credentials for client handoff |
| 6. Configure Email Infrastructure | 4h | Set up email connectivity and deliverability settings to ensure high inbox placement. End state: Email infrastructure connected with deliverability best practices configured. • Connect email provider (Google Workspace or Microsoft 365) • Set up custom tracking domain for link tracking (improves deliverability) • Configure inbox warm-up if platform supports (Amplemarket, Apollo) • Set daily send limits per user to avoid spam filters (20-30 emails/day initially) • Configure domain authentication (SPF, DKIM, DMARC verification) • Set up inbox rotation if team needs higher volume • Test email deliverability with sample sends |
| 7. Configure Dialer & Phone Settings | 3h | Set up phone/dialer functionality for outbound calling capability. End state: Dialer operational with call logging to CRM. • Configure dialer integration (native or third-party like Dialpad, Aircall) • Set up local presence dialing if required • Configure call recording settings (ensure compliance with recording laws) • Map call dispositions to CRM activity types • Set up voicemail drop templates • Test call logging flow to CRM • Configure call analytics tracking |
| 8. Design Sequence Framework | 3h | Define the sequence architecture including cadence patterns, channel mix, and timing rules. End state: Sequence framework documented with templates for different use cases. • Define primary sequence types needed (cold outreach, inbound follow-up, re-engagement) • Establish cadence timing rules (days between steps, time of day) • Set multi-channel step mix (email, call, LinkedIn, manual tasks) • Create naming conventions for sequences • Define reply handling rules (remove on reply, move to different sequence) • Establish A/B testing framework for subject lines and messaging • Document sequence governance (who can create/edit) |
| 9. Build Core Sequences | 4h | Build the primary sequences in the platform based on the framework. End state: 3-5 core sequences built and ready for review. • Build cold outbound prospecting sequence (typically 8-12 steps over 3-4 weeks) • Build inbound lead follow-up sequence (faster cadence, 5-7 steps over 2 weeks) • Build re-engagement/nurture sequence for stale opportunities • Configure personalization tokens (name, company, industry, title) • Set up task types for manual steps (research, LinkedIn connect, video) • Configure exit criteria and completion rules • Note: Stay technical - use placeholder copy, client owns messaging strategy |
| 10. Configure Workflow Automations | 4h | Set up automation rules that trigger sequences and manage prospect routing. End state: Key automation workflows configured and tested. • Build lead-to-sequence assignment rules based on lead source/segment • Configure automation for lead status updates based on engagement • Set up automatic task creation for key trigger events • Build integration with data enrichment tools (Clay, ZoomInfo) if applicable • Configure automation for bounced email handling • Set up alerts for hot prospect engagement signals • Test automation workflows end-to-end |
Milestone 2: Sales Engagement Platform - 2. Analytics & Rollout
Tag: sales-engagement
Description: Reporting setup, pilot testing, training, and handoff
Hours: 33h
Task List: (Sales Engagement) 3. Analytics & Rollout
Contains: Parts 5-6
| Task | Est | Description |
|---|---|---|
| 11. Configure Activity Tracking & Dashboards | 4h | Set up activity tracking and build dashboards for sales management visibility. End state: Rep-level and team-level dashboards operational. • Configure activity metrics to track (emails sent, calls made, meetings booked) • Build rep-level activity dashboard (daily touches, response rates, meetings) • Create team/manager dashboard (aggregate metrics, rep comparisons) • Set up sequence performance reporting (open rates, reply rates by sequence) • Configure pipeline attribution to track sequence influence on deals • Build real-time alerts for engagement spikes |
| 12. Set Up Analytics & Optimization Reports | 3h | Configure analytics for ongoing optimization and message testing. End state: Analytics framework in place to drive continuous improvement. • Set up A/B test tracking for subject lines and templates • Configure email deliverability monitoring dashboard • Build best-time-to-send analysis reports • Set up prospect engagement scoring if supported • Create content effectiveness reports (what messaging drives replies) • Configure export/integration with BI tools if needed |
| 13. Conduct Pilot Testing | 4h | Run pilot with small group of users to validate configuration and gather feedback. End state: Pilot complete with issues resolved and feedback incorporated. • Select 3-5 pilot users (mix of SDRs and AEs) • Provide pilot group with initial training (30-45 min) • Run pilot for 1-2 weeks with active monitoring • Collect feedback on usability and workflow issues • Resolve configuration issues identified during pilot • Refine sequences and automations based on pilot learnings • Validate CRM sync and data accuracy |
| 14. Train Full Sales Team | 3h | Deliver training to full sales team on platform usage and best practices. End state: Full team trained and confident using the platform. • Schedule training sessions (45-60 min, split by role if needed) • Cover core workflows: adding prospects, running sequences, managing tasks • Train on dialer usage and call logging • Demonstrate dashboard and personal analytics • Address common questions and troubleshooting • Create quick-reference guide for daily usage • Record training session for future onboarding |
| 15. Hand Off to Client | 3h | Transfer platform ownership and documentation to client RevOps team. End state: Client self-sufficient with admin access, documentation, and support resources. • Transfer admin credentials to client RevOps/Sales Ops owner • Deliver documentation package (configuration settings, sequence library, governance) • Provide troubleshooting guide for common issues • Document vendor support resources and escalation paths • Schedule 30-day check-in for optimization review • Hand off monitoring responsibilities • Close out project |
Summary
- Total Milestones: 2 (67h + 33h)
- Total Task Lists: 3 (consolidated from 6 Parts)
- Total Tasks: 15 (one per Step)
- Total Hours: 100h
- Generated from: playbook_sales-engagement-platform.md
- Generated on: 2025-12-31