Customize the Opportunity Workspace to Optimize Your Sales Process

Set Up the Opportunity Path

Path is a Lightning Experience-only feature that guides users along the steps in a process, such as working an opportunity from initial contact to a successfully closed deal. Path is available on most standard and custom object detail pages. 

Let’s create a path for opportunities that tracks the expected revenue of prospecting opportunities and the close date and amount on opportunities that need analysis. You do this by defining qualification stages, and guidance for each stage. Like helpful signs pointing travelers in the right direction, guidance can include anything from tips, policy reminders, and best practices to links, Chatter posts, and videos—any material that helps sales reps close their deals quickly.

  1. Click the setup cog Gear icon and select Setup.
  2. Enter Path Settings in the Quick Find box, then select Path Settings.
  3. Click Enable, then click New Path, and fill in these values.
    Field
    Value
    Path Name
    Opportunity Sales Path
    API Reference Name
    [this field auto-completes]
    Object
    Opportunity
    Record Type
    Master
    Picklist
    Stage
  4. Click Next.

Now that you've created the path, select fields and add guidance to the Prospecting stage.

  1. Click the Prospecting tab.
  2. Under Fields, click Add/Update Fields.
  3. Drag the following fields from Available Fields to Selected Fields.
    • Account Name
    • Description
    • Expected Revenue
    • Lead Source
    • Next Step Qualification Stage Fields with the selected values in the Selected Fields box.
  4. Click Save.
  5. In the text box Under Guidance for Success, enter the following text:

Refer to the Sales Playbook for details around Prospecting.

Next, select fields and add guidance to the Qualification stage.

  1. Click the Qualification tab.
  2. Under Fields, click Add/Update Fields.
  3. Drag the following fields from Available Fields to Selected Fields.
    • Amount
    • Close Date
  4. Click Save.
  5. In the text box under Guidance for Success, enter the following text:

Qualify the opportunity and confirm the budget:

What problems are they trying to solve?

How does solving these problems help them?

What is their budget?

Now select fields and add guidance to the Needs Analysis stage.

  1. Click the Needs Analysis tab.
  2. Under Fields, click Add/Update Fields.
  3. Drag the following fields from Available Fields to Selected Fields.
    • Amount
    • Close Date
    • Description
  4. Click Save.
  5. In the text box under Guidance for Success, enter the following text:

Please be sure to update the Close date for this as you move along the sales cycle.

Finally, activate the path.

  1. Click Next.
  2. Click the toggle to activate Activate Your Path.
  3. Click the toggle to activate Enable Celebrations.
  4. Select Closed Won and click the right arrow to move Closed Won to Selected for Celebration.
  5. In Celebration Frequency, select Always.
  6. Click Finish.

Refine the Opportunity Highlights Panel

The highlights panel showcases important information at the top of records, so users don’t have to drill into a record’s details as often. You can customize the highlights panel so it answers the question: “What do my reps need to see at first glance?” Let’s do this for Opportunities.

  1. From Setup, click the Object Manager tab.
  2. Select Opportunity.
  3. Select Compact Layouts and click System Default.
  4. Click Cloneand complete the information.
    • Label: Lightning Experience Highlight Panel
    • Name: [auto-generated]
  5. Adjust the following Fields:
    • Remove Score from the Selected Fields section
    • Add Order Number to the Selected Fields Section
  6. Click Save.
  7. Click Compact Layout Assignment.
  8. Click Edit Assignment.
  9. In the Primary Compact Layout field, select Lightning Experience Highlight Panel.
  10. Click Save.

Account page layout editor with the Label field highlighted.

Create an Update Action

Lightning Experience makes it easy to create custom actions that are tailored to your business needs. Let’s create an update action that we’ll add directly to Accounts and to an Account component on the Opportunity record page. 

  1. From Setup, click the Object Manager tab and select Account.
  2. Select Buttons, Links, and Actions.
  3. Click New Actionand complete the fields.
    Field
    Value
    Action Type
    Update a Record
    Standard Label Type
    Update [Record]
    Name
    Account_Update
  4. Click Save.
  5. Drag the Account Number field from the top section of the layout menu to the page layout section below (below the Industry field).
  6. Drag the Parent Account field from the top section of the layout menu to the page layout section below (below the Website field).
  7. Click the Phone field in the page layout (lower section) and click the Remove icon.
  8. Click Save.

Add the New Update Action to Accounts

Now let’s add the new action directly to the Accounts object so reps have a quick way to keep their accounts updated.

  1. Click the Object Manager tab.
  2. Select Account, then click Page Layouts.
  3. Select Account Layout.
  4. Locate the Salesforce Mobile and Lightning Experience Actions section in the page layout edit.
  5. Click override the predefined actions in the text.
  6. In the left section of the pane select the Mobile & Lightning Actions menu.
  7. Find the Update Account action and drag it to the Salesforce Mobile and Lightning Experience Actions section of the page layout editor.
  8. Click Save.
  9. Click the App Launcher App Launcher icon .
  10. Enter Sales Console in the Search apps and items... box and select Sales Console.
  11. In the console app, click the down arrow next to the object list, and select Accounts.
  12. Click the down arrow next to Recently Viewed accounts, then select All Accounts from the list view.
  13. Select the Edge Communications account.
  14. In the Edge Communications box, click the down arrow Down arrow icon to reveal the actions menu, and click Update Account to see how it works.
    Update Account now added to the available options.
  15. Click Canceto close the pop-up.

Customize the Opportunity Page Using the Lightning App Builder

Finally, let’s customize Opportunities so your sales reps see the information they need to do their jobs efficiently.

  1. Click the down arrow next to the object list and choose Opportunities.
  2. Click the down arrow next to Recent List Views and select All Opportunities.
  3. Open the Express Logistics Portable Truck Generators opportunity.
  4. Click the setup cog Gear icon and select Edit Page to open the opportunity page in the Lightning App Builder.

Let’s optimize the opportunity workspace so reps can keep track of the Account that an Opportunity belongs to without needing to navigate away from the Opportunity. Even cooler, reps will be able to keep the Account updated from the Opportunity, using the Account update action that we created earlier.   

  1. Drag the Related Record component from the left-side menu to add to the page.
  2. Click Edit Lookup Field.
  3. In the popup that appears, under First Lookup, select Account Name.
  4. Leave the default value Use this Account under Second Lookup.
  5. Click Done.

Next, add the Related List Quick Links component to give users quick, easy access to the information they need. 

  1. Drag the Related List Quick Links component from the left-side menu to add to the page.

Now let’s add the Rich Text component to your page to congratulate your sales reps when they close a deal. 

  1. Drag the Rich Text component from the left-side menu to add to the page.
  2. In the text area on the right, enter the message: You are a Winner!
  3. Highlight the sentence and format the text.
    Field
    Value
    Font
    Tahoma
    Size
    20
    Text Alignment (see the icon list above the Font field)
    Middle
    Color
    #FF0000
  4. In the Set Component Visibility, click +Add Filterunder Set Component Visibility and complete the fields.
    Field
    Value
    Filter Type
    Record Field
    Field
    Stage
    Operator
    Equal
    Value
    Closed Won
  5. Click Done.

Let’s make the Detail tab the default tab.

  1. Click the Activity tab in the main window.
  2. In the configuration panel on the far right, click the down arrow next to the Default Tab dropdown and select Details.

When a sales rep is working on a deal, they need to keep an eye on what’s going on with the Account. A great way to help with this is by adding the Cases related list for the Account to the Opportunity record page! Let’s do that now.

  1. In the configuration panel, select Add Tab.
  2. In the configuration panel, click the second Details tab, and in the pop-up, click the down arrow next to Details.
  3. Select Custom as the new Label and enter Cases as the Custom tab label.
  4. Click Done.
  5. Navigate to the new Cases tab in the main window and click it.
  6. From the Component menu, select and drag the Related List - Single component to the new Cases tab.
  7. In the configuration panel, for Parent Record, select Account Name and for Related List, select Cases.
  8. Click Save.

That’s it for customizing the Opportunity workspace. Now you need to activate your changes so users see them. 

  1. In the Page Saved pop-up window, click Activate then select App Default.
  2. Click the Assign as App Default button.
  3. Select Sales Console, then click Next, Next, and Save.
  4. Click Back in the upper-right corner.

Take a look at the Express Logistics Portable Truck Generators opportunity to see how the workspace looks with all of your enhancements. For example, check out the Opportunity Path.

  1. Click the right arrow next to the Path and click Closed (the last stage on the right).
  2. Click the Select Closed Stage button.
  3. Choose Closed Won and click Save. Notice the confetti and the message at the bottom of the left section (scroll down, if need be).

Give yourself a round of applause! You’ve finished customizing your sales console app for your inside sales team.

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