Salesforce.com® for Sales Representatives
Building strong relationships with your customers is the key to sales success. Salesforce® is a powerful tool that enables you to manage your customer relationships more effectively and efficiently—resulting in greater sales to new and existing customers. This course will give you the knowledge and skills you need to use Salesforce in the real world—ultimately enabling you to meet and exceed your sales targets.
In this course, you will use Salesforce CRM to increase your sales.
- Get started with the Salesforce environment.
- Optimize lead flow.
- Manage ongoing sales processes.
- Manage the opportunity pipeline.
- Streamline the sales process with reports and dashboards.
Students taking this course are sales representatives who are managing their sales territories, with the goal of converting sales leads into sales opportunities and sales opportunities into closed sales. Students may be selling products or services. Students may or may not be familiar with other customer relationship management (CRM) systems and may be new to Salesforce CRM™.
To ensure your success in this course, you should have a basic understanding of sales processes and techniques. You should also have basic end-user skills with computers and the Internet, and some experience with using cloud-based applications.
Course-specific Technical Requirements
Salesforce CRM is an online application that can run on almost any computer. Internet access is required.
Lesson 1: Getting Started with Salesforce
Topic A: Set Up Salesforce Developer Edition
Topic B: Orientation to the Salesforce Interface
Topic C: The Sales Process
Lesson 2: Optimizing Lead Flow
Topic A: Identify Lead Sources
Topic B: View Existing Leads
Topic C: Manage Leads
Topic D: Perform Common Lead Activities
Lesson 3: Managing Ongoing Sales Processes
Topic A: Convert Leads
Topic B: Manage Accounts
Topic C: Manage Contacts
Lesson 4: Managing the Opportunity Pipeline
Topic A: Manage Opportunities
Topic B: Perform Common Opportunity Activities
Topic C: Close Opportunities
Lesson 5: Streamlining Your Sales Process with Reports and Dashboards
Topic A: View Reports
Topic B: View Dashboards
Appendix A: Extending Salesforce with AppExchange
Appendix B: Integrating Salesforce with Microsoft Office and Google Apps