CRM Object Fields
Field guide for Accounts, Leads, Contacts, Opportunities, Tasks, and Address Tracker reporting
Use these objects for customer, pipeline, follow-up, address, and sales activity reports.
Account
Accounts are customer company records. They are the best starting point for customer portfolio reports, customer health, account ownership, lifetime value, payment health, quote activity, and credit history.
| Field family | Important fields | How to use in reports |
|---|---|---|
| Customer classification | Account Business Type, Account Interested In, Account Channel Type, Customer Tier, Commission Tier. | Segment customers by buyer type, channel, product interest, and commission/pricing tier. |
| Primary contacts | Primary Billing Contact, Primary Shipping Contact. | Use for customer communication coverage, not for revenue totals. |
| Quote activity | Total Quotes, Total Quoted Value, Converted Quote Count, Converted Quote Value, Unconverted Quote Count, Quote Conversion Rate, Quote Value Conversion Rate, Last Quote Date, Average Quote Value. | Use for quote pipeline and conversion reports. Drill into Quotes for exact quote detail. |
| Order value | Total Sales Orders, Total Account Revenue, Total Account Gross Profit, Customer Lifetime Value, Average Order Value, Average Order Margin %, Last Order Date, Days Since Last Order. | Use for customer value and churn/recency reports. |
| AR and payment health | Total Outstanding Receivables, Total Amount Paid, Total Invoiced Amount, Total Invoice Count, Outstanding Invoice Count, Paid Invoice Count, AR Health Score, Invoice Collection Rate, Average Payment Time Days, Last Payment Date, Days Since Last Payment. | Use for account-level credit and collections reporting. Drill into Sales Orders, Invoices, or Payment Transactions for exact balances. |
| Credit behavior | Total Credits Issued, Credit Item Count, Credit to Revenue Ratio, Credits Last 12 Months, Shipping Credits, Goodwill Credits, Pricing Adjustment Credits, Damaged Product Credits, Post Audit Credit Count, Unclassified Post Audit Credits. | Use for customers with frequent credits or suspicious post-audit adjustments. |
| Touch health | Account Needs Touch, Account Touch Status, Account Touch Priority, Days Since Last Activity. | Use for rep follow-up and stale-account dashboards. |
| Ownership transfer | Transfer Count, Last Ownership Transfer Date, Days Since Last Transfer. | Use for handoff quality and ownership-change reports. |
| Migration lineage | External Source * fields. | Use only for migration/import reconciliation. Do not use as normal business filters. |
Best practice: Account rollups are customer-level summary fields. Use them to find customers that need review, then drill into Quotes, Sales Orders, Invoices, Tasks, or Payment records for the exact record evidence.
Lead
Leads are pre-conversion prospects. Use Lead reports for intake, conversion, lead source, rep activity, and follow-up quality.
| Field family | Important fields | How to use in reports |
|---|---|---|
| Product/business interest | Business Type, Interested In, Location Category. | Segment prospects before conversion. |
| Conversion | Days to Conversion, Lead Conversion Status, Lead Age Days, converted Account/Contact/Opportunity source fields. | Use for conversion speed and funnel quality. |
| Activity quality | Last Sales Touch Date, Last Sales Touch By, Last Sales Touch Disposition, Last Sales Touch Quality, Lead Activity Compliance Status. | Use for lead performance and rep accountability. These are maintained from Tasks. |
| Follow-up discipline | Next Follow-up Date, Open Follow-up Task Count, Lead Working Status, Days Since Last Activity. | Use for open-lead queues and manager review. |
| Ownership transfer | Transfer Count, Last Ownership Transfer Date, Days Since Last Transfer, Conversion Handoff, Conversion Handoff Owner, Conversion Handoff Reason. | Use for lead handoff and conversion ownership reports. |
| Migration lineage | External Source * fields. | Use only for import audit/reconciliation. |
Best practice: if a Lead report asks "what did the rep do?", include Task/Activity fields or Lead summary fields. Do not rely on Lead status alone.
Contact
Contacts are people tied to Accounts. Most contact fields are standard Salesforce fields, while this repo adds external-source lineage fields for migration audit.
| Field family | Important fields | How to use in reports |
|---|---|---|
| Identity | Name, Account, Email, Phone, Title. | Use for communication and customer-service lists. |
| Account relationship | Account, related activities, primary billing/shipping contact references from Account. | Use to understand who receives invoices, payment links, shipping messages, or follow-up. |
| Activity | Tasks, Events, calls, emails. | Use activity reports when the question is about follow-up or communication history. |
| Migration lineage | External Source * fields. | Use only to reconcile imported contacts. |
Best practice: do not report customer value from Contacts. Use Account or Sales Order fields for value, then include Contact when the report needs a person to contact.
Opportunity
Opportunities are the pipeline layer. In this project, Quotes and Sales Orders can auto-link or create Opportunities so users do not need to manually manage pipeline records just to make reporting work.
| Field family | Important fields | How to use in reports |
|---|---|---|
| Standard pipeline | Account, Stage, Amount, Close Date, Probability, Expected Revenue, Lead Source, Next Step. | Use for high-level forecast and pipeline review. |
| Quote rollups | Total Quotes, Total Quoted Value, Converted Quote Count, Converted Quote Value, Unconverted Quote Count, Latest Quote Date, Days Since Latest Quote, Average Quote Value, Quote Conversion Rate, Quote Value Conversion Rate. | Use for quote pipeline health and conversion reporting. |
| Sales order rollups | Total Sales Orders, Total Sales Order Amount, Total Order Amount, Last Sales Order Date, Average Sales Order Value. | Use for opportunity value after quotes convert to orders. |
| Payment and invoice rollups | Total Collected Amount, Balance Due Amount, Total Invoice Count, Total Invoiced Amount, Total Invoice Balance Due, Total Invoice Amount Paid, Invoice Collection Rate, Average Payment Time Days, Last Payment Date. | Use for opportunity-to-cash reporting. |
| Qualification | Budget Confirmed, Discovery Completed, ROI Analysis Completed, Loss Reason, Loss Reason Explanation. | Use for manager review and loss analysis. |
| Migration lineage | External Source * fields and legacy links. | Use only for source reconciliation. |
Best practice: Opportunity reports are good for pipeline and customer journey. Use Sales Orders for booked operational reality and Payment records for collection reality.
Task And Activity
Task custom fields live under Salesforce Activity metadata. In this project, Tasks are expanded into a structured sales data model.
| Field family | Important fields | How to use in reports |
|---|---|---|
| Activity classification | Task Type, Call Type, Call Disposition, Lead Activity Quality Status. | Use for lead activity mix, quality review, and follow-up queues. |
| Buyer intelligence | Buyer Business Type, Buying Stage, Decision Timeframe, Primary Buying Signal, Decision Criteria, Use Case, Lead Interest Level. | Use for lead quality, buyer-readiness, and sales coaching. |
| Product context | Product Group, Product Interest, Discussed Item, Sample Requested, Quote Requested, Estimated Monthly Order Value. | Use for product-demand and pre-quote reports. |
| Risk/compliance | License Status, Compliance Notes, Risk Red Flags, Current Supplier, Competitor, Objection, Pain/Need. | Use for restricted-product, risk, and competitive-intelligence reports. |
| Follow-up | Next Step, Follow Up Required, Follow Up Due Date. | Use for rep work queues and manager review. |
Best practice: Tasks should answer what happened, what the buyer wants, what risk exists, and what happens next. See Task and Activity Best Practices.
Address Tracker
Address Tracker stores reusable billing and shipping addresses. It also carries DLRS rollups from Quotes and Sales Orders so report builders can analyze locations.
| Field family | Important fields | How to use in reports |
|---|---|---|
| Address identity | Account, Contact, address lines, City, State, Postal Code, Country, Address Type, Location Category. | Use for location lists and address cleanup. |
| Delivery behavior | Use Account Name For Delivery Company, Description. | Use for shipping and customer-service context. |
| Bill-to rollups | Bill To Order Count, Bill To Order Value, Bill To Quote Count, Bill To Quoted Value, Bill To Converted Quote Count, Last Bill To Order Date, Last Bill To Quote Date. | Use for billing-address value and quote/order history. |
| Ship-to rollups | Ship To Order Count, Ship To Order Value, Ship To Order Units, Ship To Shipment Count, Ship To Quote Count, Ship To Quoted Value, Ship To Converted Quote Count, Last Ship To Order Date, Last Ship To Delivery Date, Last Ship To Fulfillment Sync. | Use for store/location volume, delivery recency, and shipment analysis. |
| Migration lineage | External Source * fields. | Use only for import audit/reconciliation. |
Best practice: Address rollups are location-level summaries. Use Sales Orders or Tracking records to investigate an individual shipment.
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