Exercise 0 - Set Up Your Sandbox

TIP: This workbook sets up Prospecting Agent in a sandbox, not production. Your sandbox needs Agentforce for Sales licenses before you start. Don't buy or add licenses on your own to get through this pre-work. If something is missing, contact your Salesforce account team.

Before you start, here's what you're confirming and why:

#	Item	Required?	How to confirm
1	Agentforce for Sales licenses in your sandbox	Required	Prospecting appears in Salesforce Go (Step 1 below)
2	The right sandbox	Required	Partial Copy or Full sandbox with real Account data
3	Builder user: admin rights + US English locale	Required	Check the builder's user record
4	Duplicate rules	Required	Active duplicate rules for Leads, Contacts, and Accounts
5	ICP answers	Required	Written answers to the questions in Step 5
6	Test account	Required	A real company with a website that fits your ICP
7	Test contact	Required	A contact on the test account with the title VP of Sales
8	Target account report	Required	Report is saved in a shared folder, includes the Account fields listed below, and shows your test account
9	Einstein Activity Capture	Optional	Not covered in the workshop

Step 1: Confirm Prospecting Is Available

Prospecting Agent requires Agentforce for Sales or Agentforce 1 Edition, plus Flex Credits. Your sandbox must also include these licenses. Confirm this before you do anything else.

1. In your sandbox, select Setup (⚙️).
2. Search for and select Salesforce Go.
3. Search for Agentforce for Sales and select it.
4. Scroll down and confirm the Prospecting section is there. It looks like the image below. In your sandbox, the toggle is probably still off. That's expected.

TIP: Don't see Prospecting? Your sandbox doesn't have the license yet, so stop here until it's fixed. Two common fixes: (1) your admin runs Match Production Licenses on the sandbox, or refreshes the sandbox after the licenses are active in production; (2) if you don't own Agentforce for Sales yet, ask your account team about a no-cost proof-of-concept license for this workshop. Don't turn Prospecting on yet. You do that together with us on workshop day.

Step 2: Choose the Right Sandbox

The agent researches real accounts, so your sandbox needs real Account data.

• Recommended: A Partial Copy or Full sandbox. These include copies of your production records.
• Developer sandboxes have no records. If you use one, load a sample of real Accounts (with Website populated) before workshop day.

Step 3: Prepare Your Builder User

1. Confirm the builder has the System Administrator profile, or full Sales Cloud admin permissions, in the sandbox.
2. Open the builder's user record (Setup → Users → select the user) and confirm Locale is set to English (United States).

TIP: Locale, not Language. Prospecting Agent currently supports English in a US locale only. If a user's locale is set to English (United Kingdom) or any other non-US locale, they get errors, even if their language is English. Check the Locale field.

Step 4: Confirm Duplicate Rules

Prospecting Agent uses your existing duplicate rules when it creates Leads and Contacts.

1. In Setup, search for Duplicate Rules and confirm active rules exist for Leads, Contacts, and Accounts. The standard rules are fine.

Step 5: Answer the Ideal Customer Profile (ICP) Questions

The agent needs to learn two things from your team: which accounts are worth pursuing, and who to contact inside them. Write down your answers. Rough answers are fine. We'll turn them into agent instructions together on workshop day.

Which accounts are a good fit?

• What makes an account worth pursuing? (industry, size, region)
• What makes you say "skip this one"?
• Think of your best few customers. What did they have in common?

Who should we contact inside those accounts?

• Who do your best deals start with?
• Which titles or roles are your ideal contacts?
• Who's a good backup if those people aren't available?
• Who's a waste of time and should always be skipped?

Step 6: Create a Test Account

Create one account to test with. It goes on your target account report in Step 8, and you use it to preview the agent's results in Exercise 3.

1. Select Accounts, then New.
2. Fill in Account Name, Industry, Employees, Website, and Billing Country. For example: Snowflake, Technology, 7,800, snowflake.com, United States.

3. Select Save.

TIP: Use a real company with a website that fits your ICP answers. The agent researches accounts on the web, so a made-up company gives it little to work with. If your sandbox already has an account like that, you can use it instead of creating a new one.

Step 7: Add a Test Contact

Add one contact at your test account. In Exercise 3, you check that the agent rates this person as an Ideal Prospect.

1. On your test account, find the Contacts related list and select New.
2. If you're asked for a record type, keep Contact and select Next.
3. Fill in First Name, Last Name, Title, and Email. Set Title to VP of Sales. Account Name is already filled in.

4. Select Save.

TIP: Why VP of Sales? It fits the Ideal Prospect example in Exercise 3 (Director level or above, with Sales in the title), so you know what result to expect. For Email, use your own address so nothing goes to a real person.

Step 8: Build Your Target Account Report

Before you can configure the agent, you need a Salesforce report of your target accounts. This report tells the agent which accounts to prospect in. It's also the most common cause of blocked builds, so build it now. You can change the report later, after the agent is created.

The report isn't a generic data pull. It's the list of accounts your team is actually working, scoped by territory, segment, or ICP. Your CRM data, plus ZoomInfo if you connect it later, then helps the agent find the right people inside those accounts. Report = the accounts you care about. Enrichment = the specific people to contact.

Three starter reports tend to work well. For the workshop, pick one:

1. Tier 1 — Named accounts: your "must win" list, often 2,000–5,000 accounts. These are your most curated, highest-touch accounts.
2. Tier 2 — Unassigned pool: accounts no rep has time to research. The agent does the triage for you.
3. Tier 3 — Closed-lost: accounts with closed-lost opportunities, especially where notes or call history show a reason to re-engage (for example, "reach back out next summer"). This is often the strongest place to start.

1. Open Reports (look under More if it isn't in the navigation bar) and select New Report. If a pop-up about Semantic Models appears, close it.
2. Select All, search for Accounts, select Accounts, then Start Report. If a tip about calculated fields appears, select Got It.

3. Include these required columns: Account ID, Account Name, and Website. Account Name is there by default. Use Add column... to add the others.
4. Add the recommended columns that apply to you, if your report type has them:
   • Industry
   • Employees (or Annual Revenue), to filter by company size
   • Billing Country, especially if your territories are based on geography
   • Account Owner, if you route prospects to the account owner
   • Last Activity, so the agent can prioritize accounts with recent engagement
   • ZoomInfo fields, if you already sync them (such as company size, revenue, or tech stack)
   • Your own ICP fields: anything you use to score or segment accounts, such as Tier, Segment, or Intent Score
5. In Filters, set Show Me to All accounts and Created Date to All Time. The defaults (My accounts, created in the last week) hide most of your accounts. Add your own filters for territory, segment, or tier if you need them.
6. Select Add filter..., choose Website, set the operator to not equal to, leave the value blank, and select Apply. This keeps accounts without a website off the report.
7. Check the preview: your test account from Step 6 should be on the report.

8. Select Save and name the report. The folder defaults to Private Reports, where the agent can't find it. Choose Select Folder, pick Public Reports (or another shared folder), choose Select Folder again, then select Save.

9. Size it for testing: about 50–500 accounts. If your sandbox has fewer than 50 accounts, use all of them.

TIP: The report must be Account-based and have rows. It needs an Account ID column that maps to an Account record. Lead-only reports, Opportunity reports, and empty reports don't work: the run fails or finds no prospects.

TIP: Start small, then scale. A focused list of 50–500 accounts gives faster, clearer results on workshop day and uses fewer credits. A list of about 20 accounts is too small to judge results. After the workshop, you can point the agent at larger reports, from 5,000 up to tens of thousands of accounts.

TIP: Account ownership. If your builder user owns some accounts on the report, testing is easier. If not, don't worry. On workshop day, you route all test prospects to the builder instead (Exercise 4).

Step 9: Einstein Activity Capture (Optional)

Einstein Activity Capture (EAC) brings your team's emails and meetings into Salesforce. That gives the agent more context when it researches accounts. It's optional, and this workshop doesn't cover setting it up.

1. Nothing to do here for the workshop. If you want EAC later, the Agentforce Engagement Agent guide covers setting it up (Exercise 1, Step 2).

TIP: Gong / Einstein Conversation Insights — hold for now. Don't turn on Einstein Conversation Insights (ECI) in your sandbox for this workshop unless your account team confirms it. We'll share guidance on call transcripts after the workshop.

Prospecting appears in Salesforce Go. Your builder is an admin with a US English locale. Your duplicate rules are active, and your ICP answers are written down. You have a test account with a VP of Sales contact. Your account report is saved in a public folder, and the test account is on it.

This completes Exercise 0.