Use the same account next time to pick up where you left off.
|Production Salesforce account||Developer Edition or Admin Playground|
|Do I need to be a Salesforce customer?||Yes||No (It's free!)|
|Can I use it to create my Trailhead profile and store my badges?||Yes||Yes|
|Can I use it to complete Trailhead challenges?||No (except for multiple choices quizzes)||Yes|
|Can I keep my Trailhead badges if I leave my company?||No||Yes (use a personal email address)|
Salesforce has two different user interfaces: Lightning Experience and Salesforce Classic. It’s easy to switch between the two. You can learn about switching between interfaces, enabling Lightning Experience, and more in the Lightning Experience Basics module here on Trailhead.
This module is designed for Salesforce Classic.
Every company is unique, but all companies want to find, sell to, and keep customers. Salesforce has the tools you need to grow your pipeline and make more sales.
Salesforce features designed to support your sales process include leads, campaigns, products, pricebooks, opportunities, and quotes. In this section, we’ll learn about leads and opportunities. You can use opportunities alone, or you can enhance your opportunities by using them along with leads.
View this video for a quick overview of what we’ll discuss in this module.
Opportunities are deals in progress. In Salesforce you can create opportunities for existing accounts or by converting a qualified lead. Let’s explore how you can use opportunities to track your deals, better understand who you’re selling to, and focus your team’s efforts.
If you’ve worked in sales, you know that deals usually progress from tentative to firm before they’re finalized. As a deal progresses, you grow more confident that you’ll make the sale. In Salesforce, an opportunity moves through a series of stages linked to type of tasks being performed, who’s got the ball, and how likely it is that the sale will be made.
The stages you usually go through might look like this:
You had a meeting with Leung and Alan from ABC Genius Tech. They’re interested in your new line of custom sneakers, the Stratus X11. You still have a lot of work to do to close this deal, starting with putting together a package that they’ll want to buy.
Your new Stratus X11 opportunity for Leung and Alan might be in the Prospecting stage. As you work the deal through different stages, the likelihood that Leung and Alan will buy from you probably increases. After all, if they were no longer interested in your product, they’d probably let you know or stop asking for information. You can estimate the likelihood of a successful sale based on what stage the deal is at. Each stage is associated with a probability that the deal will be completed successfully. The default probability is set by the administrator. Each stage must be assigned a probability. Probabilities are used when creating forecasts, which are not covered in this course.
When determining which stages you will use, consider bringing together some of your sales leaders and key team members to map out your sales process. Determine which of the standard stage names to use and whether to add custom stages for your company. If you customize your stages, make sure that the names are intuitive for your salespeople who will be using them on a daily basis. Make it a semi-annual or annual practice to revisit your sales process and ensure that your stages are still relevant.
Let’s try setting up a new sales process now.
You might sell different items using different processes. You must set up at least one sales process in Salesforce, but you can set up additional processes to match how your business actually works.
The record type is how you link a particular page layout and sales process to a type of product. Record types determine which types of sales opportunities pass through which sales process.
As you work on the new opportunity, you’ll change the opportunity stage to indicate your progress toward a sale. In the full Salesforce site, you can edit the record to change the opportunity stage. In the Salesforce1 mobile app, tap Mark This Stage as Complete.
Contact Roles for opportunities tell you which contacts you’re dealing with for the opportunity, and how each is related to the opportunity. You can also link contacts from other accounts to the opportunity using contact roles.
You recently completed a deal with ABC Genius Tech Consulting Canada, and you hear from Leung Chan, a decision maker from ABC Genius Tech Consulting, that she’s planning to talk to her Canadian colleague Lars about your product. For this sale, Lars is an Influencer, and you can track that important information by giving Lars a role in the opportunity, even though he’s a contact on a different account.
Take a minute to add Lars as a contact for the ABC Genius Tech Consulting Canada account. Then continue on to add his Contact Role for the opportunity you just created.
It often takes a team to close a deal. In Salesforce, adding an Opportunity Team helps team members work together and track the opportunity’s progress.
Opportunity Teams are a bit like Account Teams. Both allow you to relate particular people at your company to accounts or opportunities. But where Account Team members can be expected to form a long-term relationship with the customer, an Opportunity Team is a temporary group composed of people who can help you close the deal. Being a part of the Opportunity Team gives the team members special visibility into the opportunity, such as updates on Chatter. Although we don’t cover it in this trail, Salesforce offers the Opportunity Splits feature to incentivize team members to complete the deal.
If the roles provided don’t match how your company’s sales process works, you can add new roles or change the existing ones.
If you often use the same team for opportunities, you can create a default opportunity team and automatically add that team to all new opportunities. Seein the Salesforce Help.
Here are some tips: