Through Salesloft research, we've learned that Sales Operations and SDR Managers regularly monitor the number of meetings that have been booked and the number of Opportunities reps create.

With this knowledge, Salesloft created the Meetings Booked and Opportunities Created metrics inside Cadences, so you can quickly see how Salesloft and active Cadences are driving outcomes in your business. While that data is great to have at your fingertips, it begs a much bigger question: 

How does Salesloft know which Cadence caused an Opportunity to be created?

Salesloft uses Attribution to give credit to the Cadence actions that resulted in a positive outcome, specifically for Opportunities Created and Meetings Booked. Each metrics logic is slightly different and involves certain requirements so you can glean which cadences are performing best.

Opportunity attribution logic decides which Cadence (if any) gets credit for an Opportunity's creation. This logic drives the Opportunity Rate metric.

The Opportunity attribution logic starts once a new Opportunity is created in Salesforce. When an Opportunity is created in Salesforce, it syncs to all related Contacts. If the Contact syncs to a Person record in Salesloft, and Opportunity Sync is set up, the opportunity will sync to Salesloft.

Once an Opportunity syncs, Salesloft attributes it to a particular Cadence. If the last Salesloft activity before an opportunity's creation was a Cadence step, the opportunity's creation will be attributed to that cadence.

Things to Note:

• If another non-cadence activity occurs between the cadence step and opportunity creation, the attribution breaks and we do not attribute the opportunity to the cadence in-app
• Some opportunity field mapping is required for Opportunity Sync. Please check out the Manage CRM Sync article for more information. 

Based on the Person or Account the opportunity is synced to, the opportunity will use the following logic: 

• One Person Opportunities: If the opportunity is related to the one Person in Salesloft, the most recently completed Cadence step for this Person will be linked to the opportunity and attributed to the Cadence. 
  • Things to Note: Opportunity Attribution depends on completed Cadence steps. If the Person was added to the Cadence, but no steps have been completed in the Cadence, the opportunity will not be attributed to the Cadence, since no steps were run.
• Multiple People Opportunities: If the opportunity is related to multiple People in Salesloft, we will first define the most recently contacted Person. Then, we will look for the most recently completed Cadence step for that Person and attribute to the Cadence based on that. 
• No People, Account only: If the opportunity is not related to any People in Salesloft and is only related to an Account, we will define the most recently contacted Person at this Account and attribute to the Cadence based on the most recently completed step for this Person.