Getting Started

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Overview

This guide walks through the full setup process for Sales Agents. Configuration spans multiple areas of the platform — from connecting data sources and defining your team structure, to setting up the building blocks that power AI-driven task generation.

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Step 1: Connect Your Data Sources

Navigate to Integrations to connect your CRM and other tools. Sales Agents requires:

• Salesforce (or HubSpot) — CRM data is the foundation for deal and company context.
• Gong — Call recordings and transcripts significantly improve agent output quality.
• Email — Email activity should be flowing into your CRM.

Without connected data sources, the AI has no data to build context from. These integrations must be active before any other configuration will be useful.

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Step 2: Set Up User Roles and Team Members

Navigate to Workspace Settings > Team to:

• Create roles (e.g., AE, SDR, Manager). Each role gets a daily task cap that controls how many tasks the AI generates per day for members in that role.
• Assign roles to team members. Only team members with an assigned role can be added to prospecting motions.
• Organize reporting hierarchies. Reporting hierarchies allow managers to see their team’s performance on the Team page.

If no roles are configured, you will see a warning when setting up prospecting and will not be able to assign users to motions.

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Step 3: Define Personas

Personas describe the buyer types your reps target. Set them up on the Atlas page under the Personas card (also accessible from the prospecting configuration modal via the link). Each persona includes:

• Name
• Department and subdepartments
• Job levels (e.g., VP, Director, Manager)
• Job title keywords to include or exclude
• Description of the persona

Personas are required when configuring prospecting motions — each motion must target at least one persona. For further guidance, see Personas.

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Step 4: Define Account Segments

Account segments define your ICP criteria — the types of companies you want to target. Set them up on the Atlas page under the Account Segments card. Account segments are required when configuring prospecting motions — each motion must target at least one segment.

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Step 5: Define Products

Products represent what your team is selling. Set them up on the Atlas page under the Products card. Each prospecting motion requires a product to be selected.

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Step 6: Create AI Properties (Optional but Recommended)

Navigate to the AI Agent Builder to create company-scoped AI properties. These are custom research signals the AI evaluates when researching accounts (e.g., “Is this company hiring for roles related to our product?”, “Has this company recently raised funding?”). Each property has an output type (Yes/No, Dropdown, Score, or Freeform) and produces structured, evidence-backed answers with citations. You can set a refresh interval in days and enable Auto AI Research to run property research automatically across companies in your target sales views. AI properties you create here become available in the prospecting configuration’s Signals tab, appear as signal cards on company pages, and feed into the AI-generated Signal Summary. For full details, see AI Properties.

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Step 7: Set Up Scoring

Navigate to the Atlas page and open the Scoring section to create Delphi scores. Scores rank your accounts by conversion likelihood using a machine learning model trained on your engagement data.

1. Click Add Score and follow the creation wizard.
2. Choose a conversion goal (e.g., “Deal Created”, “Closed Won”) — the model predicts how likely each company is to reach this goal.
3. Select target sales views — the model trains on and scores companies in these views.
4. Configure touchpoint properties (up to 3 engagement signals) and breakdowns (up to 3 segmentation dimensions).
5. Optionally set up CRM sync to write scores back to Salesforce or HubSpot fields.

Scores appear on company pages as temperature indicators (Cold, Warm, Hot, On Fire) and feed into the Signals tab. For full details, see Scoring.

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Step 8: Configure Stakeholder Discovery

Stakeholder Discovery maps key contacts at your target accounts based on your persona definitions. Configure it from the Personas modal on the Atlas page.

1. Open the Personas card on the Atlas page.
2. Select the Stakeholder Mapping tab.
3. Click Add View to choose which sales views to run discovery across.
4. Click Run Now on a view to trigger immediate discovery, or wait for the automatic 7-day refresh cycle.

Test discovery on a single company first (using the persona edit panel or the People tab on a company page) to validate your persona definitions before enabling views. For full details, see Stakeholder Discovery.

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Step 9: Configure Deal Task Generation

Navigate to the Atlas page and open the Deal Task Generation card. This modal has two tabs: Configure and Activity.

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Configure Tab

1. Enable Task Generation — Toggle to turn automated deal task generation on or off. When disabled, no agents will run to generate tasks for your account executives. Existing tasks are not affected.
2. Account Executives — Add the team members who should receive AI-generated deal tasks.
   • Use the search field to find and add members.
   • View selected members in the table below (showing name and email).
   • Remove members using the action button on each row.
3. Preview — After adding AEs, a preview section shows:
   • Total Deals — Number of open deals matching the selected AEs.
   • Total Pipeline — Aggregate pipeline value.
   • A breakdown table showing deals and pipeline per AE.

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Activity Tab

Once deal task generation has run at least once, the Activity tab displays: You can trigger an on-demand context sync by clicking Sync Context. A progress indicator shows the sync status (companies processed, failures, timestamps). Use this when you want fresh context across all qualifying deals without waiting for the overnight worker. See Deal Task Generation for full details on how deal tasks work.

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Step 10: Configure Prospecting Task Generation

Navigate to the Atlas page and open the Prospecting Task Generation card. This modal has three tabs: Motions, Task Limits, and Signals.

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Motions Tab

Motions are your outreach strategies. Each motion defines who gets targeted, how, and by whom. Creating a Motion

1. Click Add Motion.
2. Fill in the required fields:
   • Motion Name — A descriptive name (e.g., “Enterprise Product Launch Outreach”).
   • Outreach Strategy Prompt — Detailed instructions for the AI describing the outreach approach, tone, and goals.
   • Users — Assign team members who will execute tasks from this motion. Only members with assigned roles are available.
   • Personas — Select the buyer personas this motion targets.
   • Target Segments — Choose which account segments (ICP criteria) to focus on.
   • Product — Select the product this motion is associated with.
3. Click Save Motion.

Managing Motions

• Enable/Disable — Toggle individual motions on or off with the switch. Disabled motions are skipped during task generation.
• Reorder — Drag and drop motions to set priority rank. Higher-priority motions are shown first in dropdowns.
• Delete — Remove motions that are no longer needed.

Task Types Each motion generates tasks of specific types (displayed but not editable in the current version):

• Email
• LinkedIn message

Validation A motion must have all required fields filled to be valid. If you attempt to save with missing fields, the system will show which fields need attention. Motions missing required fields cannot be enabled.

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Task Limits Tab

Set daily task generation caps per user role to prevent reps from being overwhelmed.

• Each role shows its name and a Daily Cap input.
• Adjust the number to control how many tasks the AI generates per day for members in that role.
• The default daily cap is 10 tasks per role.

Roles are created and assigned in Workspace Settings > Team (Step 2). A link is provided in this tab for quick navigation.

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Signals Tab

Configure which AI properties the system evaluates during company research for prospecting.

• Research Properties — Select from your company-scoped AI properties. These determine what signals the AI looks for when analyzing target accounts.
• If you need new AI properties, use the link provided to navigate to the AI Property builder.

Choose properties that inform personalization and timing — signals that help the AI tailor outreach content or decide when to reach out. Good examples: “Is this company actively hiring for relevant roles?”, “Has this company recently raised funding?”, “What technology stack do they use?” Avoid adding fit-related properties here (e.g., industry, employee count, revenue range). Fit is already assessed by your Account Segments — the AI uses segments to decide which accounts to target. The Signals tab controls what the AI researches to decide how to personalize outreach to those accounts.

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Enabling Prospecting

The master toggle in the top-right corner enables or disables prospecting for your entire workspace. Requirements to enable:

• At least one valid motion with all required fields
• At least one active user assigned across your motions

If these requirements are not met when you save, prospecting will be automatically disabled with a notification explaining why.

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Saving

Click Save Configuration in the footer. The system validates all motions and settings before saving. If any motion is invalid and the configuration would otherwise be enabled, it is automatically disabled with a warning. See Company Prospecting Task Generation for full details on how prospecting tasks work.

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Testing and Iterating

After completing your configuration, you should test it immediately rather than waiting for the overnight background worker.

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How to Test

1. Save your configuration.
2. Navigate to a company page (for prospecting) or a deal page (for deal tasks).
3. Generate Context — Click “Generate Context” on the Agent tab and wait for completion.
4. Generate Tasks — For prospecting, select a motion and click “Generate Tasks.” For deals, click “Generate Tasks” directly.
5. Review the output — Open the Tasks tab and inspect the generated tasks. Check:
   • Are the task types appropriate?
   • Is the outreach tone matching your strategy prompt?
   • Are the right contacts being targeted?
   • Are email drafts and messages well-written?

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Iterating

If the tasks don’t match your expectations:

1. Delete the generated tasks from the Tasks tab.
2. Go back to the relevant configuration and adjust the outreach strategy prompt, personas, segments, or other settings.
3. Save the updated configuration.
4. Repeat the test — Generate context and tasks again on the same company or deal.
5. Continue iterating until the output quality meets your standards.

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Why Not Wait for the Background Worker?

The background worker runs overnight and processes all qualifying companies and deals automatically. However, it introduces a significant delay between configuration changes and seeing results. By manually testing on individual companies or deals, you get immediate feedback and can iterate quickly. Once you are satisfied with the quality of generated tasks on a few test accounts, you can be confident that the overnight worker will produce similar results at scale.

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Constraints

• You cannot save prospecting configuration while a new motion is still being edited — finish or cancel it first.
• Motion names, outreach strategy prompts, users, personas, segments, and product are all required.
• Duplicate user assignments within a motion are automatically prevented.
• Changes only take effect after saving — closing without saving discards all edits.

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FAQ