The-Salesforce-Professionals-Toolbox.pdf

Thriving in the AI Era with Carl Vescovi

1. The Salesforce
Professional's Toolbox
Essential Tools for
the AI Era
As AI reshapes the tech landscape, Salesforce professionals need to
evolve beyond traditional skills. This toolkit outlines seven essential
capabilities to distinguish strategic contributors in an AI-driven world.

2. What do I want to leave you with?
AI: The Established New
Normal
AI is no longer emerging; it's an
established force automating routine
Salesforce tasks that are repetitive and
rule-based
At a Career-Defining Moment
Professionals face a pivotal moment full
of opportunity. Uniquely human
cognitive skills are now more essential
than ever for organisational success
Everyone has a choice
Every professional has a choice about
where to go from here. These evolving
capabilities are not optional; they are
critical for growth and they can be
learned and mastered

3. Who Am I & Why This Matters
Carl Vescovi
Over 22 years working with Salesforce
Holds 22 Salesforce certifications
Senior Engineer at Xero
Former roles:
Salesforce: Professional Services & Pre-Sales
Technical Architect for global consulting firms
Developer
Founder
Author
Mentor
Diverse career background:
Engineering
Nursing
Medical Sales
Product Management (Australia)
Business Development (Asia-Pacific)
Motorbike Courier
Bartender
Why This Matters
My career has shown that just knowing Salesforce and doing daily
tasks isn't enough anymore. The age of AI needs more.
Thinking ahead and planning strategically is now what makes
professionals highly valuable.
Companies now expect everyone to act like a strategic advisor, helping
with big decisions and suggesting future ideas.
AI handles routine and simple tasks faster, which means strategic
thinking and strong problem-solving skills are now essential to stay
relevant.
Those who develop these proactive and strategic skills today will not
just get by, but will lead and succeed in our AI-powered future.
We have a choice to adapt
or be left behind

4. How This Presentation Works
1
Interactive Self-Assessment
Structured, anonymous assessment providing personalized insights into capabilities and growth
opportunities.
2
Scan QR Code Once
Access the webpage with assessment tiles for each tool. One scan gives access to the entire
evaluation.
3
Learn & Rate Proficiency
I'll explain each tool (~5 min per tool).
You'll rate your proficiency.
May as well be honest with yourself - results are anonymous.
4
Aggregate & Personalize
Review group results collectively.
Generate personalised suggestions for growth areas.
System provides targeted recommendations.
Key Point: Honest self-assessment makes for much more useful tips

5. Tool #1: Critical Thinking + Systematic
Decisions
Critical thinking is foundational for strategic work, enabling proactive and
defensible decision-making through a systematic approach.
Problem Context
Understand business context, stakeholder needs, and underlying issues.
Constraints
Identify limitations: budget, timeline, technical capabilities, regulations, and policies.
Rationale
Document reasoning, assumptions, alternatives, and evaluation criteria.
Decision
Make clear, actionable decisions with specific next steps, responsibilities, and timelines.
Implications
Consider downstream effects, risks, resource requirements, and success metrics.
Which step do you most often skip?

6. RATE YOURSELF - Tool #1
Critical Thinking &
Systematic Decisions
Never use this approach
Reactive decisions, no structured
thinking. Problems addressed as
they arise, without broader context
or implications.
Rarely, only on big
decisions
Systematic thinking reserved for
major decisions. Most daily
choices are intuitive or pressure-
driven.
Sometimes, but not
consistent
Occasionally applies structured
thinking (high stakes/reminders).
Lacks consistent approach across
decision types.
Often, becoming a habit
Regularly uses systematic
frameworks. Becoming natural, but
not yet automatic for all decisions.
Always, natural thinking
Systematic decision-making is automatic and natural. All decisions follow a structured approach considering context, constraints, and implications.

7. Tool #2: Decision Log
A decision log transforms organizational memory into documented institutional
wisdom. It prevents repeating past mistakes and helps build on successes.
Key elements of an effective decision log:
Decision date & key stakeholders
Options considered & chosen rationale
Conditions for reconsideration
Decision logs are living documents that support continuous improvement and strategic consistency.
Captures Rationale
Preserves reasoning behind
significant choices.
Context helps future teams
understand "why."
Prevents Re-litigation
Avoids rehashing settled issues.
Review recorded rationale to save
time.
Builds Organizational Memory
Institutional knowledge survives
staff turnover.
Helps new members learn from
past successes & avoid mistakes.

8. RATE YOURSELF 3 Tool #2
Decision Log
Never document
Decisions exist in memory, not
recorded.
Rarely, only huge decisions
Only major decisions documented;
project decisions unrecorded.
Sometimes, not consistent
Occasional documentation, no
systematic approach.
Often, for significant decisions
Important decisions documented regularly, but not all
choices captured.
Always, systematic log
Comprehensive, consistent, and accessible decision
logging.

9. Tool #3: Pros & Cons Grid
This grid elevates decision-making from gut feeling to structured analysis. It's
powerful when combined with weighting factors that reflect organizational priorities.
Clarifies Trade-offs
Makes compromises explicit
Highlights gains and losses for stakeholders
Reduces Decision Paralysis
Systematic evaluation of options
Empowers confident choices and action
Improves Stakeholder Buy-in
Transparent decision process
Fosters agreement and support
Creates Audit Trail
Clear record of decision journey
Insights for future review and accountability
Advanced practitioners:
Weight factors by business priority (e.g., security over convenience).
Weighting reflects organizational values (e.g., time-to-market over perfect
features).
Image Credit - https://www.aihr.com/blog/decision-matrix-template/

10. RATE YOURSELF 3 Tool #3
Pros & Cons Grid
Choose first workable option
Quick decisions based on the first viable
solution. Limited comparison or trade-offs
considered.
Rarely compare formally
Informal comparison only. Decisions based on
intuition and immediate impressions.
Sometimes use pros/cons (not
weighted)
Uses basic pros/cons lists for key decisions. No
weighting or systematic criteria.
Often use weighted comparisons
Frequent use of structured, weighted
comparisons. Aligns with business priorities
and constraints.
Always systematic
Consistent, comprehensive framework for all
significant decisions. Clear criteria, weights,
and documented rationale.

11. Tool #4: Impact vs Effort Matrix
Transforms chaotic request management into strategic prioritization, focusing resources on high-value activities and preventing
'loudest voice wins' decisions.
Low Effort
Low Impact
High Effort
High Impact
Money Pits (Low
impact, high effort)
Fill-ins (Low impact,
low effort)
Major Projects (High
impact, high effort)
Quick Wins (High
impact, low effort)
Prioritizes Value
Focus on outcomes, not just activity.
Identifies initiatives with greatest business benefit for
investment.
Stops "Loudest Voice Wins"
Replaces political pressure with objective evaluation
criteria.
Decisions based on merit, not forceful advocacy.
Balances Quick Wins & Long-term
Manages strategic portfolio effectively.
Quick wins provide immediate value; major projects
build long-term capabilities.

12. RATE YOURSELF 3 Tool #4
Impact vs Effort Matrix
Always prioritise
strategically
Often use frameworks Sometimes consider impact
vs effort
Rarely prioritise systematically Respond to whoever asks loudest
Strategic prioritization shifts from reactive responses to proactive resource allocation. It balances immediate needs with long-
term value, ensuring every initiative contributes meaningfully to organizational objectives.

13. Tool #5: RACI Matrix
The RACI matrix eliminates the chaos of unclear responsibilities that regularly plagues Salesforce projects. It's
the difference between smooth execution and projects that stall due to assumptions about who's doing what.
Responsible
The Doer: Performs the actual work. Typically, only one 'Responsible' per task
for clear accountability.
Accountable
The Owner: Ultimately answerable for task completion and quality. Only one
'Accountable' per task.
Consulted
The Advisor: Provides input and feedback before decisions. Does not make
the final decision.
Informed
The Stakeholder: Needs to be updated on decisions and progress. Not
directly involved in the work.
Clarifies Roles and Responsibilities
Clearly defines expectations for each stakeholder,
preventing assumptions and duplicated effort.
Prevents Finger-pointing
Establishes clear accountability, focusing teams
on process improvement rather than blame.
Supports Smoother Project Execution
Projects flow better with clear roles, accelerating
decision-making and reducing bottlenecks.

14. RATE YOURSELF 3 Tool #5
RACI Matrix
Roles always unclear
No formal roles; confusion & gaps due to assumptions.
Rarely define roles formally
Roles verbally discussed, not documented. Generally understood, but
not explicit.
Sometimes discuss, not document
Roles discussed in meetings, limited documentation. Understanding not
formally captured.
Often use RACI or similar
Frequent use of structured tools for significant projects. Clear
responsibilities for most.
Always establish clear roles
Comprehensive role definition is standard. RACI frameworks used
consistently, regularly updated.

15. Tool #6: Design Standards
Design standards are the unsung heroes of scalable Salesforce implementations. They ensure a cohesive system that
grows gracefully, preventing a patchwork of difficult-to-maintain solutions.
Why Design Standards Matter
Reduces Technical Debt: Prevents shortcuts and workarounds, reducing future
costs and risks.
Ensures Consistency: Multiple teams maintain coherent patterns and
approaches.
Easier Handovers: Well-documented standards accelerate new team member
onboarding.
Improves Maintenance: Standardized conventions make troubleshooting and
updates predictable.
Key Standard Categories
Naming Conventions: Consistent patterns for objects, fields, flows, reports.
Data Architecture: Standardized objects, relationships, and data model design.
Automation Standards: Guidelines for flows, triggers, error handling.
Security Patterns: Consistent approaches to sharing rules, permission sets.
Integration Standards: API usage, error handling, data synchronization.
Effective design standards balance consistency and flexibility, providing structure for coherence while allowing innovation.

16. RATE YOURSELF 3 Tool #6
Design Standards
No standards
Independent solutions lead to
inconsistency, making maintenance and
collaboration challenging.
Rarely follow standards
Inconsistent application of best practices;
standards applied only when convenient.
Some informal standards
Informal, unwritten standards; tribal
knowledge not consistently applied.
Often follow documented
standards
Documented standards generally
followed. Good consistency, but some
areas lack documentation.
Always comprehensive
standards
Comprehensive, documented standards
covering all development aspects.
Regularly updated, enforced via code
reviews, consistently applied.

17. Tool #7: AI-Assisted Development
AI amplifies human capabilities, accelerating routine tasks so professionals can focus on strategic challenges.
Boosts Productivity
Generates initial code structures
Suggests field configurations
Creates basic automation frameworks
Accelerates iteration
Accelerates Prototyping
Validates concepts quickly
Generates initial implementations
Gathers early feedback
Expands Problem-Solving Capacity
Accesses broader knowledge bases
Suggests new approaches
Aids in troubleshooting complex
configurations
"The goal isn't to become dependent on AI, but to become more capable humans who use AI strategically to achieve better
outcomes faster."
Effective AI use requires understanding its capabilities (pattern recognition, code generation) and limitations (needs human
oversight for business logic, strategic decisions, QA). The combination of human expertise and AI capability creates
possibilities that neither could achieve alone.

18. RATE YOURSELF 3 Tool #7
AI-Assisted Development
Don't use AI tools
No experience with AI development. Work
done manually.
Rarely, experimented a few times
Limited experimentation. Not integrated
into regular workflow.
Sometimes, for specific tasks
Selective use for particular types of work.
Usage is inconsistent.
Often, regular workflow
Integrated into regular work patterns. Frequent use with good
understanding.
Always, daily use
Seamlessly integrated into daily workflow. Strategic use of multiple
tools.

19. Your Personal Results Reveal
Your Individual Development
Insights
You now have personalized results from the self-assessment across the seven essential tools. The tips provided will suggest actionable ways to implement these tools into your daily
work.
Bridge the Gap to Strategic Advisor
Understand your current proficiency based on
your survey responses.
Identify specific tools to integrate into your daily
workflow.
Develop a roadmap to enhance your capabilities
and impact.
Implement Tools for Daily Impact
Gain practical strategies for applying each tool
effectively.
Contextualize your individual results against your
career goals.
Transform current skills into strategic influence
and leadership.
Track Progress and Elevate Your Role
Create a benchmark of your current skill
assessment.
Monitor your development journey towards
becoming a trusted advisor.
Leverage these insights to continuously adapt and
grow professionally.
Your results reflect an honest self-assessment, a valuable step towards continuous improvement. The goal is to provide personalized recommendations that help you bridge the gap
between your current skills and your aspiration to become a strategic advisor, empowering your progress and enhancing your value to the organization.

20. Key Takeaways
"The question isn't whether AI will change how we work4it's whether we'll proactively develop the skills that make us
irreplaceable strategic partners."
AI is Here 4 Technical Skills Alone Aren't Enough
AI is automating routine tasks.
Pure technical execution competes with AI.
Future success requires combining technical knowledge with
strategic thinking.
Systematic Thinking is the Survival Skill
In an AI-augmented world, systematic thinking is a competitive
advantage.
Frameworks demonstrate the strategic mindset organizations
demand.
These Tools Transform Contributors
Tools bridge technical competence and strategic contribution.
Elevate professionals from task executors to strategic partners.
Help organizations make better decisions and achieve better
outcomes.
Self-Assessment Shows Exactly Where to Grow
Your self-assessment provides a clear professional development
roadmap.
Offers specific insights for career growth, beyond generic advice.
Investment in these skills compounds over time.

21. Q&A
Your Questions
Implementation Questions
How to introduce tools to your
team?
Common resistance points &
solutions?
Specific Scenarios
Real challenges you're facing?
How frameworks apply to your
projects?
Career Development
How do these skills advance your
career?
Salary & architect-level role
positioning?