3. Enablement - SFDC MCP
Note: The video covers material not in the guide below — please watch in full.
Action Step
Complete this before moving on.
Practice the enablement side, because this is part of your job. Be ready to walk a client admin through adding the web custom connector at the org level (Organization Settings → Connectors), then walk a rep through connecting the not-connected Salesforce connector under Customize → Connectors → Connect → logging into Salesforce — including the gotchas (if it times out, hit "start over" and stay logged into Salesforce in another tab, and use "always allow" on the tool calls). Then write up two or three concrete use cases that read-only Salesforce unlocks — like a scheduled morning brief listing your deals missing sales-qualification info or with CRM hygiene gaps — and bake in the link-to-the-opportunity trick so reps can click straight through and fix records in one step.
Training Guide
Building the Salesforce MCP is only half the job. The other half is team enablement — and it matters because this is the part we can't control on the client side. The video also cuts to the actual Loom sent to Coactive to get their team connected; this guide covers both why enablement matters and what that walkthrough looks like.
It starts at the admin level.
The Admin Step
If a client has the org-level connector setting turned on, nobody in the org can add custom connectors themselves. So the admin has to do it: go to Organization Settings → Connectors and add the web custom connector at that level.
That clears the gate — but it still doesn't turn the connector on for everyone individually.
Which is where you come in.
Teaching Reps to Connect
This is part of your job: teaching each member of the team to connect. Over time we'll build white-labeled versions of this enablement to disseminate across the whole customer base, but for now it's a hands-on teach — and it's exactly what the Coactive Loom walks through.
The flow, on the desktop app or the browser (claude.ai): go to Customize (the toolbox icon) → Connectors → under "Not connected," find the Salesforce connector (the object read-only one) → Connect. That walks you through logging into Salesforce.
A couple of gotchas to set expectations on. The connection can time out — if it does, hit "start over" and it usually connects properly. Staying logged into Salesforce in another tab helps, because Claude picks up the connection once you're logged in. After connecting, the tool calls start as needs approval: the first time you ask Claude to pull from Salesforce, it asks to run each tool — find, get object schema, get related records, get user information — and gives you the option to click always allow so it stops asking.
Once they're connected, the real value has to be shown to them.
What It Unlocks
The third — and maybe most important — piece of enablement is showing the team what's now possible with Salesforce wired into Cowork, plus the ability to use it in plugins and skills.
Take a scheduled task like a morning brief (scheduled tasks are powerful enough that they'll get their own course). The brief could say: go into Salesforce and tell me all the deals assigned to me, whether they're missing sales-qualification info, and whether there's any CRM hygiene I missed. That "so much more" isn't obvious to someone who isn't living in AI every day — so a big part of enablement is showcasing the use cases: "Did you know you can now do this?"
But there's a hard limit you have to set expectations around.
Read-Only — and the Link Trick
Right now we set this up read-only. Unless a specific training says otherwise, there are no other MCP servers turned on. Part of enablement is helping the team understand that — it's read-only, and there's still a ton you can do with it.
Here's a great example of designing around the limit. Even though you can't edit opportunities through the MCP, you can have the skill output the link to the opportunity in its response. So when Claude flags that a deal is out of date, the rep just clicks the link and fixes it immediately — instead of being told "this is out of date," then going to the browser, logging into Salesforce, and hunting the record down. That second path never works. This is where prompting, plugin design, architecture, and user experience all come together.
The connector is the foundation — the plugins are what sit on top.
From Connector to Plugins
The Loom ends by showing where this leads. Once you've connected Salesforce in the browser, it shows up in the desktop app too. Then in Cowork → Customize → browse plugins, you'll find the GitHub marketplace we built for the client — for Coactive, that's a sales plugin with a number of skills already inside.
Install the sales plugin and it's ready to use, with skills like the morning brief we built for them. From there a rep can go to Scheduled, tell it to use the morning brief, and the skill pulls from the Salesforce connector to generate it. So the connector is the foundation, and the plugins and skills are the whole flow that runs on top of it.
Wrap-Up
The build gets you the connector; enablement gets the team actually using it. That means the admin-level org connector step, teaching each rep to connect (gotchas and all), showing them the use cases read-only Salesforce unlocks, and designing with UX touches like the opportunity link. Then the plugins — installed from the client's marketplace — turn that connection into scheduled morning briefs and more. Plant that seed: getting a client team up and running takes real enablement, not just a deployment.
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