Which Salesforce activity counts in the GTM Leader Dashboard?

Last updated: October 9, 2026

This article explains how sales activity gets from Salesforce into the GTM Leader Dashboard and what counts as a sales touch. Read it when the touch counts in the dashboard don't match what you see in Salesforce.

What you need

"Automatically sync Salesforce CRM Data" must be turned on in Settings (cog icon) > CRM. See What does each CRM setting do?

How we import Salesforce activity

  • We pull Salesforce Tasks and Events once daily, in the late evening.

  • Each pull picks up records by CreatedDate, covering the last 7 days up to yesterday.

  • Records created outside that window (for example, backdated entries or activity logged before onboarding) aren't picked up automatically. They can be backfilled on request: ask your Solutions Engineer.

Account resolution

  • An activity is imported only if it resolves to a Salesforce Account that's already mapped to an account in N.Rich (via AccountId).

  • Activity linked only to a Lead, with no Account resolved, is not imported.

Activity classification

Each imported record is classified into one of the following, based on the Task subtype, call fields and subject line:

  • Call

  • Email

  • Meeting

  • LinkedIn message

  • LinkedIn InMail

  • SMS

  • WhatsApp

Which of these appear for an account depends on how your sales team logs activity in Salesforce, for example whether reps set Call Type or Task Subtype, or log meetings as Events. A small share of activity can't be classified from the available data. This is monitored on an ongoing basis, and the classification is extended when a new logging pattern shows up.

Date attribution

Each activity is attributed to, in order:

  1. Its ActivityDate

  2. CreatedDate, if ActivityDate is empty

  3. The meeting start time, for Events

LastModifiedDate is not used for attribution.

What counts as a sales touch

  • Only outbound activity counts as a touch, with one exception: meetings always count, regardless of direction.

  • Activity that can't be classified into one of the types above is not counted.

  • The dashboard's period selector works in full weeks (Monday to Sunday) and filters on the activity date described above.

Because of these rules, the GTM Leader Dashboard typically shows fewer touches than a raw Salesforce Task or Event report for the same rep and period. Inbound activity, unclassified activity, and activity on unmapped or Lead-only records are excluded by design.

What's next

Need help? Reach out to your Solutions Engineer via the chat in the bottom-left corner of the N.Rich platform, by email or Slack.