My Salesforce Non-negotiables

Gabriel Marechal

7/6/20261 min read

My Salesforce Non-negotiables

I say “it depends” a lot — but not today.

When it comes to CRM hygiene, there’s one non‑negotiable line I’m drawing on opportunities.

You absolutely need to define a minimum, agreed‑upon set of information to collect on opportunities.

Now, I know from experience that the first finger typically pointed when it comes to CRM hygiene is at the sales team and their data entry (or lack thereof).

But I said minimum for a reason.

Your typical Gary the Salesman (shout-out Leah Tharin) really shouldn’t be spending that much energy on manual data entry. Data collection is one of the best uses of automation your org can set up as the ROI is both in time, accuracy, and morale.

And let’s face it, most fields that get tacked on are due to a singular voice trying to get data for a very singular goal.

Then that person leaves or goals shift and “number of employees” is left as a required field populated with quick guesses or estimates that no one even looks at.

But with a hardwired understanding of what’s necessary (a decision-making process that should include more than just the C-suite, FYI), you can maintain data accuracy and make automation easier.

It’s never too late for an overhaul. As we head into the second half of the year, it’s a good time to revisit your opportunity creation process.

👉 Are there fields that exist that are never being used?

👉 Are there formats (picklist, short text etc ) that need to be retired?

👉 Are there required fields that are not necessary or fields that need to be required?

👉 And most importantly, is there a way to automate a portion of this while maintaining data accuracy?

Simplify the second half of 2026 starting with your opportunities.

Define, collect, automate. 😎
Calculations are kinda our thing after all!

ForecaaS Software

The Recurring Revenue Specialists for Salesforce

Questions?