Opportunity Management in Salesforce
The third course in the Salesforce Sales Operations Professional Certificate, Opportunity Management in Salesforce, is for anyone who is curious about entry level sales roles that require foundational skills in Salesforce, the sales operations specialist role specifically, and how to use tools in Salesforce to manage opportunities and close sales deals in a real world business setting. This third course will give you a foundational understanding of how to help sales teams optimize the opportunity management process.
Monthly Subscription Starting at AED 99 + VAT
- Level Foundation
- Duration 29 hours
- Course by Salesforce
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Offered by
About
The third course in the Salesforce Sales Operations Professional Certificate, Opportunity Management in Salesforce, is for anyone who is curious about entry level sales roles that require foundational skills in Salesforce, the sales operations specialist role specifically, and how to use tools in Salesforce to manage opportunities and close sales deals in a real world business setting. This third course will give you a foundational understanding of how to help sales teams optimize the opportunity management process. Specifically, this course shows how a sales operations specialist would support account executives and empower them to progress opportunities through a sales pipeline and close sales deals as effectively and efficiently as possible. This will require the use of new tools in Salesforce, including products, price books, quotes, contracts, and orders. Learning how to leverage these aspect of Salesforce are crucial skills for anyone interested in entry level sales jobs. For this course, it is recommended (but not required) that you have some background knowledge of sales and CRM, as well as an understanding of the basics of Salesforce platform navigation. If you're a total beginner with these concepts, you can still be successful in this course — however, it might require some additional work on your part. By enrolling in this course, you are taking the next step to kickstarting your career in Salesforce. Congratulations on continuing this exciting journey!Modules
Introduction to the Course and Job Role
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2
Videos
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6
Readings
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1
Discussion
1
Discussions
- Meet and Greet
2
Videos
- Introduction to the Course
- The Sales Operations Specialist Role
6
Readings
- What is Pathstream?
- Additional Careers in Salesforce
- Opportunity Management in Salesforce Syllabus
- How to Be Successful in this Course
- How to Use Discussion Forums
- Get to Know Your Classmates
Using Salesforce in this Course
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1
Videos
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3
Readings
1
Videos
- Salesforce Updates and Customization
3
Readings
- A Note on Using Salesforce in this Course
- Create a Trailhead Account and Playground
- A Note About Software Updates
Collaborating with Chatter
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1
Videos
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2
Readings
1
Videos
- Week 1 Introduction
2
Readings
- Why Collaborating with Chatter Matters
- Chatter for Lightning Experience
The Life of an Account Executive
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1
Videos
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3
Readings
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1
Assignment
1
Assignment
- Responsibilities of an Account Executive
1
Videos
- The Everyday Tasks of an Account Executive
3
Readings
- The Account Executive as a Salesforce Business User
- The Handoff Between SDRs and Account Executives
- Account Executives and the Sales Process
Salesforce for Account Executives
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2
Videos
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3
Readings
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1
Plugin
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1
Assignment
1
Assignment
- Salesforce for Account Executives
2
Videos
- Salesforce Opportunity Stages
- Sales Pipeline Management
3
Readings
- The Sales Process and Opportunity Stages
- The Sales Pipeline
- Week 1 Recap
Leads and Opportunities for Lightning Experience
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1
Videos
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2
Readings
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1
Assignment
1
Assignment
- Creating Opportunities and Tracking Deals
1
Videos
- Week 2 Introduction
2
Readings
- Why Working With Opportunities Matters
- Leads & Opportunities for Lightning Experience
Progressing Opportunities through the Stages
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4
Readings
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1
Plugin
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1
Lab
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1
Assignment
1
Assignment
- Updating and Progressing Opportunities
1
Labs
- Guided Project: Progressing Opportunities Through the Stages
4
Readings
- Review the Opportunity Stages
- Guided Project Pre-Reading
- Salesforce Review
- Week 2 Recap
Independent Project: Use Salesforce to Close Sales Deals, Part A
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4
Readings
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1
Assignment
1
Assignment
- Salesforce Opportunities for the Sales Operations Specialist (Time Quiz)
4
Readings
- Project Summary and Requirements
- Set Up Your Developer Edition Org and Connect to Trailhead
- What If I Didn't Complete the Independent Project in the Previous Course?
- Project Instructions
Products, Price Books, and Quotes Overview
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1
Videos
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3
Readings
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1
Assignment
1
Assignment
- Salesforce Tools for Account Executives
1
Videos
- Week 3 Introduction
3
Readings
- Why Using Products, Price Books, and Quotes in the Sales Process Matters
- Refresher: Account Executives and Salesforce
- Tools to Support Account Executives
Understanding Products and Price Books
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3
Readings
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1
Lab
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1
Assignment
1
Assignment
- Products and Price Books
1
Labs
- Guided Project: Working With Products and Price Books
3
Readings
- How Products and Price Books Interact
- Guided Project Pre-Reading
- Salesforce Review
Relating Price Books to Opportunities
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3
Readings
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1
Discussion
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1
Lab
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1
Assignment
1
Assignment
- Products, Price Books, and Opportunities
1
Discussions
- Meeting Customer Needs
1
Labs
- Guided Project: Relating Price Books to Opportunities
3
Readings
- Relating Price Books to Opportunities
- Guided Project Pre-Reading
- Salesforce Review
Using Quotes in the Sales Process
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6
Readings
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1
Lab
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2
Assignment
2
Assignment
- Using Quotes
- Using Products, Price Books, and Quotes in the Sales Process
1
Labs
- Guided Project: Using Quotes
6
Readings
- Why Using Quotes in the Sales Process Matters
- Overview of Quotes in the Sales Process
- Quote Statuses
- Guided Project Pre-Reading
- Salesforce Review
- Week 3 Recap
Closing the Deal
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1
Videos
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2
Readings
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1
Discussion
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1
Assignment
1
Assignment
- Closing the Deal
1
Discussions
- Seven Strategies for Closing Sales Deals
1
Videos
- Week 4 Introduction
2
Readings
- Why Contracts and Orders Matter
- Overview of Closing a Deal
Contracts and Orders
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4
Readings
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2
Lab
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1
Assignment
1
Assignment
- Contracts and Orders
2
Labs
- Guided Project: Closing the Deal and Using Contracts
- Guided Project: Using Orders
4
Readings
- Salesforce Contracts and Orders
- Guided Project Pre-Reading
- Salesforce Review
- Week 4 Recap
Independent Project: Use Salesforce to Close Sales Deals, Part B
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2
Readings
2
Readings
- Project Summary and Requirements
- Project Instructions
Career Support
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3
Readings
3
Readings
- Career Support Information
- Preparing for the Job Search
- Tips for Creating a LinkedIn Profile
Course Wrap Up
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2
Videos
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1
Readings
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1
Discussion
1
Discussions
- Your Learning Journey
2
Videos
- Course Recap
- Congratulations!
1
Readings
- Want to Become a Salesforce Administrator?
Auto Summary
The course "Opportunity Management in Salesforce" is an integral part of the Salesforce Sales Operations Professional Certificate, tailored for those interested in entry-level sales roles and sales operations specialist positions. This foundational course delves into essential skills for managing opportunities and closing sales deals using Salesforce tools in a real-world business context. Participants will learn to optimize the opportunity management process, supporting account executives in navigating sales pipelines efficiently. Key tools covered include products, price books, quotes, contracts, and orders. While prior knowledge of sales and CRM, as well as basic Salesforce navigation, is beneficial, beginners can also succeed with some additional effort. Offered by Coursera, this 1740-minute course is available through Starter and Professional subscription options, making it accessible to a wide audience eager to advance their Salesforce careers. Embark on this educational journey to enhance your sales operations expertise and empower your professional growth.
Trailhead
Angela Prakash
Anthony Jones