With the track-based approach in Salesforce Cadence builder, we can build cadences that respond to how leads actually engage. Loan officers have full control over what actions to take when certain behaviors are detected. And while a target can only enter each track once, they can shift tracks at any time based on their responses—ensuring every lead follows the path that fits them best.
When Does a Target Exit the Main Track?
A target exits the main track in any of these cases:
- When all the steps in the main track have been completed.
- When a cadence exit rule is triggered (if one has been set).
- When the target qualifies to move into a positive or negative track based on specific entry rules.
These alternate tracks allow you to respond to different types of engagement with tailored follow-up actions.
Build a Positive Track
A positive track is triggered when a target expresses interest—for example, if a loan officer has a productive conversation on the first call. The positive track contains a set of steps designed to build on that interest and move the deal forward.
To create a positive track:
- Click Positive Track in the left panel.
- The track appears in the central canvas.
- In the right-side configuration panel, set the Track Entry Rules.
What Are Track Entry Rules?
Track entry rules define the conditions that move a target from the main track into a new track. These rules are based on how the target responds to previous steps.
Action steps and their track entry rules
- Make a Call
- Meaningful Connect (The sales rep has a promising conversation during a call).
- Not Interested (The target indicates they are not interested in your offering)
- Unqualified (The phone call makes it clear the target isn’t a good fit for your offering)
- Left Voicemail ( The sales rep leaves a message)
- Call Back Later (The target asks for another call)
- Automated Email or Manual Email
- Open (The target opens the email)
- Reply (The target replies to the email)
- Link Click (The target opens a link in the email)
Example Positive Track Steps:
- Make a Call – Meaningful Connect
Here, the positive track is triggered when a Meaningful Connect is logged from a call. Once a rule is met, the target moves immediately to the first step in the positive track.
This setup helps sales reps act quickly when a lead shows interest, keeping momentum strong. Reps are automatically notified via their To Do List when the next step becomes due.
To learn more, click Cadence Builder 2.0 Cadences
