Cadence Target Dispositions

Available in: Lightning Experience

Available with Sales Engagement, which is included with Sales in Performance, Einstein 1, and Unlimited Editions, and available for an extra cost in Professional and Enterprise Editions. Sales Engagement is also available for an extra cost in Service and Lightning Platform.

Cadence targets receive one of these dispositions when they exit a cadence.

Disposition	Description
Success	The sales rep successfully connected with the target. The customer shows interest in moving ahead with a deal.
Customer Engaged	The target opened an email, or clicked a link in an email.
Customer Connected	The target replied to an email or the call outcome was Meaningful Connect.
Contact Later	The target should be contacted again later.
No Response	The target didn’t respond.
Not Interested	The target isn’t interested
Disqualified	The target doesn’t meet your buyer qualifications.
Bad Data	The target’s Email, Phone, Name, or Company isn’t valid.
Duplicate	The target is a duplicate record.

Cadence targets can receive a disposition automatically or manually.

Automatically

Targets can exit a cadence automatically in a few ways.

• When a lead target converts, the assigned disposition is Success.
• When the last action of the cadence is a call, the assigned disposition is based on the call result.

  Call Result	Disposition
  Meaningful Connect	Customer Engaged
  Left Voicemail	Contact Later
  Call Back Later	Contact Later
  Not Interested	Not Interested
  Disqualified	Disqualified

  Depending on your Computer Telephony Integration (CTI), administrators can customize these call result mappings. For more information, see Define Call Result Values for Cadence Branching.

• If the last action of the cadence is an email and it’s followed by a listener step, the assigned disposition is based on the results of the email.

  Email Engagement	Disposition
  Reply	Customer Connected
  Link clicked	Customer Engaged
  Open	Customer Engaged
  Out of Office	Contact Later
  Bounce	Bad Data

  If there isn’t a listener step after the email, the target completes the cadence and a disposition isn’t assigned.

Manually

When a sales rep removes a target from a cadence, they can assign a disposition at the same time. Sales reps can update the disposition in the Sales Engagement component on the target’s lead, contact, or person account record.

You can view target dispositions in standard and custom reports.

• Add the Disposition field to the Cadence Completion Reason report.
• Create a report from any of the custom report types that include cadence trackers.