Checklist d'implémentation Salesforce : le playbook 60 étapes pour un go-live réussi en 2026

The difference between a Salesforce implementation that lands adoption and one that quietly fails is rarely technical. It is the discipline of running through a real checklist across the full lifecycle. Here is the 60-item playbook, organized by phase, that our engagements consistently run.

Phase 1: Scoping and diagnostic (weeks 1 to 2)

1. Current-state operating model documented (funnel, handoffs, KPIs).
2. Interviews with 5+ frontline sellers, 3+ managers, marketing lead, CS lead.
3. Existing tech stack inventory with per-tool spend.
4. Data quality baseline: duplicate rate, orphan records, field completeness.
5. Adoption baseline of current CRM (if any).
6. Business outcomes agreed (forecast accuracy target, adoption target, revenue lift).
7. Prioritized backlog with effort and ROI estimates.
8. 3-year TCO model shared with CFO.
9. Success metrics defined and dashboard mockups approved.
10. Executive sponsor identified and RACI signed.

Phase 2: Salesforce configuration (weeks 3 to 10)

11. Object model reviewed against future-state operating model.
12. Custom fields and record types justified against use cases.
13. Page layouts designed by role (rep, manager, executive).
14. Sales process stages defined with exit criteria for each stage.
15. Lead-to-opportunity conversion path documented.
16. Lead routing rules built and tested.
17. Lead scoring rules or model deployed.
18. Duplicate rules and matching rules configured.
19. Validation rules for data hygiene.
20. Sharing rules and permission sets by role.
21. Approval processes for discounting or exceptions.
22. Territory management if applicable.
23. Forecast categories and forecast methodology.
24. Sandbox environments (Developer, Partial, Full Copy as needed).
25. Change management strategy: profiles, permission sets, permission groups.

Phase 3: Data migration (weeks 6 to 12)

26. Data audit against source system.
27. Field mapping documented.
28. Dedupe pass on source system before migration.
29. Data enrichment strategy (Salesforce Data Cloud, Clearbit, Zoominfo).
30. Staging sandbox load with sample data.
31. User acceptance testing with real users on staged data.
32. Full data cutover plan with rollback contingency.
33. Post-migration validation reports (row counts, sample checks).

Phase 4: Integrations (weeks 8 to 14)

34. Integration architecture documented with data flow diagram.
35. ERP integration (SAP, Oracle, NetSuite, Cegid, Business Central).
36. Marketing automation integration (Marketing Cloud, Marketo, HubSpot).
37. Slack or Teams integration.
38. DocuSign or Conga document generation.
39. Data enrichment tools.
40. Product usage or PLG signal ingestion.
41. Financial systems (Stripe, subscription billing).
42. API rate limit modeling and headroom.
43. Middleware evaluation (MuleSoft, Workato, Boomi) if applicable.

Phase 5: Reporting and dashboards (weeks 10 to 14)

44. Executive dashboard with adoption, forecast accuracy, pipeline coverage.
45. Manager dashboards by team.
46. Rep personal dashboards.
47. Marketing dashboards with funnel handoff metrics.
48. Customer success dashboards with expansion pipeline.
49. Reports agreed with finance for forecast reconciliation.
50. Alerts and notifications configured for stalled deals or missed SLAs.

Phase 6: Enablement (weeks 12 to 16)

51. Playbooks written for each persona.
52. Training sessions delivered per role.
53. Video assets recorded for future onboarding.
54. In-app guidance (Salesforce In-App Guidance, WalkMe).
55. Admin enablement completed with your internal admin.
56. Change communications aligned with go-live date.

Phase 7: Go-live and hypercare (weeks 16 to 20)

57. Go-live checklist executed with named owners.
58. Hypercare rotation staffed for the first 4 weeks post go-live.
59. Weekly adoption tracking with executive reporting.
60. Retrospective at 30, 60 and 90 days with continuous improvement backlog.

The 5 milestones that predict success

1. Executive sponsor commits time weekly for the full duration.
2. Enablement budget is at least 15% of implementation cost.
3. Data migration includes source-system dedupe before Salesforce load.
4. UAT includes 10+ real users, not just IT or admin.
5. Adoption tracked from day one, not month three.

Common corners that get cut (and cost)

• Skipping the paid diagnostic to save 2 weeks. Cost: 3 to 6 months of rework in year 2.
• Under-investing in enablement. Cost: adoption below 40%.
• Migrating dirty data. Cost: dashboards nobody trusts.
• Building integrations before the operating model is stable. Cost: rebuild integrations 3 times.
• Rushing UAT. Cost: post-launch fires.

How we use this checklist

Digital Stratify runs this exact 60-item playbook on every mid-market implementation. Every item is either checked or explicitly de-scoped in writing, so nothing hides. See our Salesforce implementation service.