Michaela Mendes
Head of Content & Strategy
Table of contents:

It’s vital for sales leaders to be able to see all rep activity by contact, account, and opportunity. After all – what you can’t measure, you can’t manage. 

In this guide, we’ll give some quick tips on how to integrate Outreach with Salesforce to ensure all rep activity in Outreach is logged in the CRM. 

Having trouble getting accurate structured data mapped accurately to Salesforce? We can help. SetSail is uniquely built for the revenue team’s entire tech stack, ensuring clean, complete data writeback to the CRM. Learn more here. 

Does Salesforce integrate with Outreach? 

Yes, you can configure Outreach to integrate with Salesforce. However, you must ensure you have the right Salesforce license and permissions. 

Outreach syncs with these Salesforce versions: 

  • Salesforce Lightning
  • Salesforce Aloha (Classic)
  • Salesforce Console

In order to implement the integration, Outreach users must be listed as an admin. In Salesforce, a system user must authorize Outreach and meet these requirements: 

  • Be able to create, edit, and delete data on required objects that need to be shown in Outreach such as Accounts, Contacts, Leads, Opportunities, User Roles, etc.
  • Must have Field-Level Security settings that allow it to view and modify any mapped fields.
  • Must have the API Enabled option enabled under System Permissions.
  • Must have permission to create or edit all objects.

More on these requirements here from Outreach’s CRM Connection overview documentation. 

The data sync goes both ways. You can also pull Salesforce lists into Outreach. More on that here. 

3 things to know about Outreach Salesforce integration

Before you proceed with your Outreach Salesforce integration, here are three factors to consider: 

#1: Map custom fields before your initial data sync

And set up custom fields in Outreach and use the Salesforce plugin to map custom fields to each other. You need to do this before the sync or else it will take an individual change to each record for it to trigger a change in Outreach. 

#2: Assign an integration user

Decide which user will be used to connect the two systems, and label them “Outreach Salesforce Integration.” Otherwise, whoever connects each system will show as the person who has created or updated records, which could be confusing. 

#3: Set an API threshold lower than your total limit

Otherwise, you’ll likely quickly hit the limit during your initial sync, which will cause all other Salesforce integrations to fail. 

Automate sales data into Salesforce with SetSail

An Outreach Salesforce integration will help you go from 0 to 1 when it comes to holistic sales activity data capture. The problem? It only deals with the data captured by one tool in your entire GTM stack. 

You also may run into issues if you have a complex Salesforce setup – it can be hard to get the data to map correctly. 

That’s where SetSail comes in. 

Centralize sales data from across your go-to-market tech stack, from email and calendar to B2B engagement tools. Set it and forget it — SetSail works in the background automatically, continuously, and without rep effort. 

Capture the sales data that matters, exclude what doesn’t, and connect it all back to the right account or opportunity. Ensure data is captured correctly for different roles, and rest easy knowing that all your data is fully reportable and auditable.

See what sales data is missing from your CRM with this free tool.