@salesforce/afv-skills 1.31.0 → 1.32.0

package/skills/sales-agentforce-pipeline-management-configure/assets/sales_management_agent.bundle-meta.xml

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+<?xml version="1.0" encoding="UTF-8"?>
+<AiAuthoringBundle xmlns="http://soap.sforce.com/2006/04/metadata">
+    <bundleType>AGENT</bundleType>
+</AiAuthoringBundle>

package/skills/sales-agentforce-pipeline-management-configure/assets/sfdx-project.json

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+{
+  "packageDirectories": [
+    {
+      "path": "force-app",
+      "default": true
+    }
+  ],
+  "name": "sales-agentforce-pipeline-management-configure",
+  "namespace": "",
+  "sfdcLoginUrl": "https://login.salesforce.com",
+  "sourceApiVersion": "67.0"
+}

package/skills/sales-agentforce-pipeline-management-configure/assets/stage-descriptions/bant.txt

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+Prospecting|Initial outreach and lead qualification. Identify potential customers and establish first contact. BANT Focus: Determine if lead has a Need worth exploring. Entry: Lead identified. Exit: Initial contact established and need indicated.
+Qualification|Validate opportunity viability through BANT criteria. Assess if prospect has Budget, proper Authority, clear Need, and realistic Timeline. Entry: Need indicated. Exit: BANT criteria preliminarily confirmed.
+Needs Analysis|Deep discovery of customer requirements and priorities. BANT Focus: Quantify the Need and validate it's a priority. Confirm Budget availability and Authority to spend. Entry: BANT criteria confirmed. Exit: Detailed needs documented with budget range.
+Value Proposition|Present solution aligned to validated needs and budget. BANT Focus: Demonstrate ROI within Budget constraints. Confirm Authority is engaged. Align Timeline to customer's buying process. Entry: Needs documented. Exit: Value proposition accepted within budget.
+Id. Decision Makers|Map complete decision-making authority structure. BANT Focus: Confirm who has final Authority to approve budget. Validate Timeline with decision makers. Entry: Value proposition accepted. Exit: Authority chain mapped and engaged.
+Perception Analysis|Assess stakeholder alignment and competitive position. BANT Focus: Reconfirm Budget availability and Authority alignment. Validate Timeline hasn't shifted. Ensure Need remains urgent. Entry: Authority mapped. Exit: BANT revalidated, competitive position strong.
+Proposal/Price Quote|Formal proposal presented with pricing and terms. BANT Focus: Pricing within approved Budget. Submitted to proper Authority. Addresses documented Need. Timeline reflects urgency. Entry: BANT revalidated. Exit: Proposal submitted to authority.
+Negotiation/Review|Final terms discussion and objection handling. BANT Focus: Finalize within Budget constraints. Authority provides feedback. Need remains validated. Timeline for decision confirmed. Entry: Proposal under review. Exit: Terms agreed within BANT parameters.
+Closed Won|Deal successfully closed. All BANT criteria met: Budget approved and allocated, Authority signed off, Need addressed by solution, Timeline executed. Document success factors for future opportunities.
+Closed Lost|Opportunity lost. BANT Analysis: Identify failure point (Budget cut or unavailable, wrong Authority engaged, Need deprioritized, Timeline delayed indefinitely). Document root cause for improvement.
+Most Likely|Final approval stage with minimal risk. BANT Focus: Budget allocated, Authority committed, Need urgent, Timeline imminent. Monitor for last-minute budget freezes or timeline changes. Entry: Verbal commitment received. Exit: Signature pending only.

package/skills/sales-agentforce-pipeline-management-configure/assets/stage-descriptions/meddic.txt

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+Prospecting|Initial outreach and lead qualification. Identify potential customers and establish first contact. MEDDIC Focus: Begin gathering Metrics on customer's current state and identify potential Pain points. Entry: Lead identified. Exit: Initial contact established and pain confirmed.
+Qualification|Validate opportunity viability and decision-making structure. MEDDIC Focus: Identify Economic Buyer and understand their priorities. Assess budget authority and timeline. Entry: Pain confirmed. Exit: Economic Buyer identified and engaged.
+Needs Analysis|Deep discovery of customer requirements and current challenges. MEDDIC Focus: Quantify Metrics showing business impact. Document specific Pain points and their cost. Entry: Economic Buyer engaged. Exit: Quantified business case developed.
+Value Proposition|Present solution aligned to customer's metrics and pain. MEDDIC Focus: Map solution to customer's Decision Criteria. Begin identifying potential Champions. Entry: Business case quantified. Exit: Value proposition accepted by stakeholders.
+Id. Decision Makers|Map the complete decision-making unit and influence structure. MEDDIC Focus: Confirm Economic Buyer and identify all decision influencers. Validate Champion commitment. Entry: Value proposition accepted. Exit: Complete decision map with Champion identified.
+Perception Analysis|Assess competitive position and stakeholder alignment. MEDDIC Focus: Understand Decision Process steps and timeline. Validate Champion's ability to influence. Test criteria alignment. Entry: Decision makers mapped. Exit: Competitive position strong, Champion actively supporting.
+Proposal/Price Quote|Formal proposal presented with pricing and terms. MEDDIC Focus: Ensure proposal addresses all Decision Criteria. Champion reviews before submission. Metrics clearly show ROI. Entry: Stakeholders aligned. Exit: Proposal submitted and acknowledged.
+Negotiation/Review|Final terms discussion and objection handling. MEDDIC Focus: Navigate Decision Process with Champion's guidance. Address any gaps in Metrics or criteria. Entry: Proposal under review. Exit: Terms agreed, ready for final approval.
+Closed Won|Deal successfully closed. All MEDDIC elements validated: Metrics justified investment, Economic Buyer approved, Decision Criteria met, Decision Process completed, Pain addressed, Champion instrumental. Document lessons learned for future deals.
+Closed Lost|Opportunity lost. MEDDIC Analysis: Review which element was missing or weak (Metrics unclear, wrong Economic Buyer, failed criteria, flawed process, insufficient pain, weak Champion). Document root cause for continuous improvement.
+Most Likely|Final approval stage with minimal risk. MEDDIC Focus: All elements confirmed - Economic Buyer committed, Decision Process nearly complete, Champion confirms timing. Monitor for last-minute blockers. Entry: Verbal commitment received. Exit: Signature pending only.

package/skills/sales-agentforce-pipeline-management-configure/assets/stage-descriptions/spiced.txt

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+Prospecting|Initial outreach and lead qualification. Identify potential customers and establish first contact. SPICED Focus: Understand high-level Situation and identify potential Pain. Entry: Lead identified. Exit: Initial contact established and pain indicated.
+Qualification|Validate opportunity viability and urgency. SPICED Focus: Document current Situation and confirm Pain is significant. Assess if there's a Critical Event driving urgency. Entry: Pain indicated. Exit: Situation understood, pain confirmed significant.
+Needs Analysis|Deep discovery of customer challenges and business impact. SPICED Focus: Quantify Impact of not solving the Pain. Understand complete Situation context. Identify Critical Events on horizon. Entry: Pain confirmed. Exit: Impact quantified, critical events documented.
+Value Proposition|Present solution showing impact mitigation and pain resolution. SPICED Focus: Demonstrate how solution reduces negative Impact. Address Pain directly. Align to Critical Events. Entry: Impact quantified. Exit: Value proposition shows clear impact reduction.
+Id. Decision Makers|Map decision-making structure and influence paths. SPICED Focus: Identify who owns the Pain and Impact. Understand Decision authority and process. Map Critical Event stakeholders. Entry: Impact reduction accepted. Exit: Decision makers mapped with pain ownership.
+Perception Analysis|Assess stakeholder alignment and competitive position. SPICED Focus: Validate Pain remains urgent. Confirm Impact assessment with stakeholders. Reconfirm Critical Events still driving timeline. Entry: Decision makers engaged. Exit: Stakeholders aligned on pain/impact/timing.
+Proposal/Price Quote|Formal proposal presented addressing pain and impact. SPICED Focus: Proposal clearly shows Impact mitigation. Pain resolution approach detailed. Timeline aligns with Critical Events. Entry: Stakeholders aligned. Exit: Proposal addresses situation, pain, impact comprehensively.
+Negotiation/Review|Final terms discussion and objection handling. SPICED Focus: Navigate Decision process. Reconfirm Pain urgency and Impact cost. Monitor Critical Event timeline. Address any Situation changes. Entry: Proposal under review. Exit: Decision imminent, all SPICED elements validated.
+Closed Won|Deal successfully closed. All SPICED elements validated: Situation understood, Pain addressed, Impact quantified and mitigated, Critical Event met, Decision executed. Document success story for future opportunities.
+Closed Lost|Opportunity lost. SPICED Analysis: Review failure point (Situation changed, Pain deprioritized, Impact insufficient, Critical Event removed, Decision blocked). Document root cause for continuous improvement.
+Most Likely|Final approval stage with minimal risk. SPICED Focus: All elements confirmed - Situation stable, Pain urgent, Impact clear, Critical Event driving close, Decision approved. Monitor for situation changes. Entry: Verbal commitment. Exit: Signature pending only.

package/skills/sales-agentforce-pipeline-management-configure/examples/custom-prompt-instructions.md

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+# Custom Prompt Instructions for Pipeline Management Agent
+
+This guide explains how to customize the Pipeline Management Agent's behavior through custom prompt instructions in Agentforce Builder.
+
+## Overview
+
+Custom prompt instructions let you:
+- Focus the agent on specific business priorities
+- Align suggestions with your sales methodology (MEDDIC, BANT, SPICED)
+- Add company-specific context and terminology
+- Control update aggressiveness and risk tolerance
+
+## Where to Add Custom Instructions
+
+**Setup → Einstein Agentforce → Agents → Sales Management Agent → Prompt Templates**
+
+Or via deployed agent bundle: Edit `sales_management_agent.agent` file
+
+## Template Structure
+
+```yaml
+customInstructions:
+  - instruction: "[Your custom instruction here]"
+    topic: "All Topics"  # Or specific topic like "Update Opportunity Fields"
+```
+
+---
+
+## Example 1: Methodology Alignment (MEDDIC)
+
+```text
+When analyzing opportunities, strictly follow the MEDDIC framework:
+
+Metrics: Always quantify business impact in dollar amounts or percentages
+Economic Buyer: Identify the person with budget authority and highlight their involvement
+Decision Criteria: Extract specific evaluation criteria the customer is using
+Decision Process: Note approval steps, stakeholders, and timeline
+Pain: Focus on business problems, not feature requests
+Champion: Identify internal advocates and note their influence level
+
+Prioritize suggestions that address gaps in these six areas. If an opportunity lacks Economic Buyer identification or quantified Metrics, flag this as high priority.
+```
+
+**Impact**: Agent will surface MEDDIC gaps and suggest fields like "Economic Buyer", "Champion", "Pain Statement"
+
+---
+
+## Example 2: Risk-Aware Recommendations
+
+```text
+Be conservative with opportunity stage progression:
+
+- Only suggest stage advancement if explicit customer commitment exists
+- Require written confirmation (email) for stages beyond Proposal
+- Flag regression risks when activity decreases by 50%+ in 14 days
+- Never suggest "Closed Won" without signed contract or PO evidence
+
+For high-value opportunities (>$100k), require executive-level engagement evidence before advancing past Qualification.
+```
+
+**Impact**: Agent becomes more cautious, reducing false positives in pipeline progression
+
+---
+
+## Example 3: Industry-Specific Context
+
+```text
+Healthcare Industry Context:
+
+Our sales cycle has these unique phases:
+1. Clinical validation with medical staff (usually 60-90 days)
+2. IT security review (30-60 days, often blocking)
+3. Procurement/contracting (45-90 days)
+
+When analyzing conversations:
+- "IT security review" = likely 60-day delay, suggest stage hold
+- Mention of "clinical trial" or "validation study" = 6-12 month cycle
+- "HIPAA" or "compliance" keywords = route to legal review stage
+- Fiscal year end for hospitals is typically June 30
+
+Adjust close date estimates based on these industry timelines.
+```
+
+**Impact**: Agent provides healthcare-realistic timelines instead of generic estimates
+
+---
+
+## Example 4: Company Terminology Mapping
+
+```text
+Translate customer language to our internal fields:
+
+Customer says → Map to field:
+- "Go-live date" → Implementation_Start_Date__c
+- "Business case" → ROI_Justification__c
+- "Champion" → Internal_Advocate__c
+- "Blocker" or "risk" → Risk_Assessment__c
+- "Next steps" → Next_Step__c (always include dates and owners)
+- "Decision maker" → Economic_Buyer__c
+
+Ignore product feature discussions unless they relate to decision criteria or blockers.
+```
+
+**Impact**: Better field mapping for custom objects
+
+---
+
+## Example 5: Update Aggressiveness Control
+
+```text
+Autonomous Update Policy:
+
+Fields approved for auto-update (no review needed):
+- Next_Step__c (if mentioned explicitly in last 7 days)
+- Last_Customer_Interaction__c (factual date)
+- Competitor_Mentioned__c (list only)
+
+Fields requiring user review (suggestive mode only):
+- Stage (any change)
+- Close_Date__c (if moved by >30 days)
+- Amount (any change)
+- Decision_Maker__c (name changes)
+
+Never auto-update:
+- Owner
+- Record Type
+- Custom checkbox fields affecting reporting
+```
+
+**Impact**: Balances automation with control for sensitive fields
+
+---
+
+## Example 6: Data Source Prioritization
+
+```text
+When conflicts exist across data sources, prioritize:
+
+1. Email (most reliable, written commitment)
+2. Einstein Conversation Insights (recorded calls)
+3. Manual notes (may be subjective)
+
+Weighting:
+- An email saying "we'll sign next Tuesday" overrides a call where customer said "maybe next month"
+- For close date: use latest communication's date if more recent than 48 hours
+- For next steps: combine all sources, but flag if sources contradict
+
+If sources fundamentally contradict (e.g., email says "no" but call says "yes"), flag for user review rather than auto-suggesting.
+```
+
+**Impact**: Reduces suggestion conflicts from multiple data sources
+
+---
+
+## Example 7: Opportunity Size Thresholds
+
+```text
+Opportunity Value Tiers:
+
+Strategic (>$500k):
+- Require executive engagement evidence
+- Flag if no activity in 7 days
+- Suggest bi-weekly check-ins minimum
+- Never auto-update stage without explicit approval
+
+Enterprise ($100k-$500k):
+- Weekly activity expected
+- Require decision process documentation
+- Auto-update low-risk fields only
+
+Standard (<$100k):
+- Full autonomous update approved
+- Focus on velocity and efficiency
+- Suggest stage progression more aggressively if activity supports it
+```
+
+**Impact**: Differentiated agent behavior based on deal size
+
+---
+
+## Best Practices
+
+### ✅ DO
+
+- **Be specific**: "Extract budget approval date" not "Look for budget info"
+- **Use examples**: Show the agent what good looks like
+- **Set boundaries**: Explicitly state what NOT to do
+- **Align to methodology**: Reference your sales framework (MEDDIC, BANT, etc.)
+- **Test incrementally**: Add one instruction, test, refine, add next
+
+### ❌ DON'T
+
+- **Be vague**: "Improve opportunity quality" (how?)
+- **Conflict with SF metadata**: Don't override field validation rules
+- **Assume data exists**: "Always fill Economic Buyer" (what if unknown?)
+- **Over-constrain**: Too many rules make agent overly cautious
+- **Ignore testing**: Prompts that sound good may behave unexpectedly
+
+---
+
+## Testing Your Instructions
+
+### Manual Test (Agentforce Builder)
+
+1. **Setup → Einstein Agentforce → Agents → Sales Management Agent**
+2. Click **Test** button
+3. Enter test conversation:
+```text
+Customer: "We'll need board approval, but our CFO Sarah Johnson is supportive. We're targeting a January 15 go-live."
+```
+4. Review agent output for your custom instruction impact
+
+### Production Test
+
+1. Add a note to a real opportunity with test instructions keywords
+2. Wait for scheduled flow run (or trigger manually)
+3. Check **Opportunity History** for agent-generated suggestions
+4. Verify suggestions align with your custom instructions
+
+### A/B Test Different Instructions
+
+1. Clone agent, add different instructions to each
+2. Assign different users to each agent via permission sets
+3. Compare suggestion quality after 2 weeks
+4. Adopt winning instruction set
+
+---
+
+## Common Issues & Solutions
+
+### Issue: Agent ignores custom instructions
+
+**Solution**: 
+- Check instruction is under correct topic
+- Verify agent is activated
+- Ensure instruction doesn't conflict with base system prompt
+- Use imperative language ("Do X") not suggestive ("You might want to...")
+
+### Issue: Suggestions become too cautious
+
+**Solution**: Add explicit "approved scenarios" list where agent should be aggressive
+
+### Issue: Agent hallucinates data
+
+**Solution**: Add constraint: "Only use explicitly stated information. If data is unclear, flag for user review rather than guessing."
+
+### Issue: Wrong fields get updated
+
+**Solution**: List exact field API names in instructions with update permissions
+
+---
+
+## Advanced: Methodology-Specific Templates
+
+### MEDDIC Sales
+
+```text
+Every opportunity must have MEDDIC qualification data:
+
+Required fields to populate:
+- Metrics: Business_Impact__c (quantified ROI)
+- Economic Buyer: Decision_Maker__c (name + title)
+- Decision Criteria: Evaluation_Criteria__c (list)
+- Decision Process: Approval_Steps__c (timeline with stakeholders)
+- Pain: Pain_Statement__c (business problem)
+- Champion: Internal_Champion__c (name + influence level)
+
+Suggest stage progression only when all 6 elements have data. Flag incomplete MEDDIC as "Risk: Qualification incomplete" in Next_Step__c.
+```
+
+### BANT Sales
+
+```text
+Focus on BANT qualification:
+
+Budget: Extract dollar amounts and approval status → Budget_Status__c
+Authority: Identify decision maker title and approval rights → Decision_Authority__c
+Need: Summarize business problem and urgency → Business_Need__c
+Timeline: Extract purchase timeline and fiscal constraints → Target_Close_Date__c
+
+Disqualify opportunities early if any BANT element is clearly absent or negative.
+```
+
+### SPICED Sales
+
+```text
+Use SPICED for complex enterprise sales:
+
+Situation: Current state and context → Customer_Situation__c
+Pain: Business problem and impact → Pain_Points__c
+Impact: Cost of inaction (quantified) → Cost_Of_Inaction__c
+Critical Event: Forcing function or deadline → Critical_Event__c
+Decision: Process and stakeholders → Decision_Process__c
+
+Focus on Impact quantification - every opportunity needs a dollar value for cost of inaction.
+```
+
+---
+
+## Integration with Stage Descriptions
+
+Your custom instructions should align with stage descriptions (see `assets/stage-descriptions/`). 
+
+Example alignment:
+- **Stage**: Prospecting
+- **Stage Description**: "Initial outreach and lead qualification. MEDDIC Focus: Begin gathering Metrics..."
+- **Custom Instruction**: "In Prospecting stage, prioritize Metrics and Pain discovery..."
+
+This creates consistency between what stages mean and what the agent looks for.
+
+---
+
+## Further Reading
+
+- [Field Completion Prompt Templates](../references/field-completion-prompt-template.md) - For custom field prompts
+- [Stage Descriptions](../assets/stage-descriptions/) - MEDDIC, BANT, SPICED stage definitions
+- [Salesforce Agentforce Documentation](https://help.salesforce.com/s/articleView?id=sf.agentforce.htm)