Description

Introduction

Salesforce Lead & Opportunity Management enables organizations to capture, qualify, nurture, and convert leads into revenue-generating opportunities. It helps sales teams streamline pipeline management, improve forecasting accuracy, and accelerate deal closures using automation and analytics.

Learner Prerequisites

• Basic understanding of CRM concepts
• Familiarity with Salesforce navigation
• Knowledge of sales processes and terminology
• Basic understanding of reports and dashboards

Table of Contents

1. Introduction to Lead Management
1.1 Understanding Leads in Salesforce
1.2 Lead Lifecycle & Business Process
1.3 Standard Lead Fields & Page Layouts
1.4 Web-to-Lead & Lead Capture Methods
1.5 Lead Assignment Rules & Queues
1.6 Lead Auto-Response Rules

2. Lead Qualification & Conversion
2.1 Lead Status & Qualification Criteria
2.2 Managing Duplicate Leads
2.3 Lead Scoring Concepts
2.4 Converting Leads into Accounts, Contacts & Opportunities
2.5 Mapping Lead Fields During Conversion
2.6 Best Practices for Lead Management

3. Opportunity Management Fundamentals
3.1 Understanding Opportunities in Salesforce
3.2 Opportunity Stages & Sales Process
3.3 Products, Price Books & Quotes
3.4 Opportunity Teams & Collaboration
3.5 Path & Guidance for Success

4. Advanced Opportunity Management
4.1 Opportunity Record Types
4.2 Sales Forecasting & Pipeline Management
4.3 Automation with Workflow & Flow
4.4 Approval Processes for Deals
4.5 Opportunity Splits & Revenue Sharing

5. Reporting & Analytics for Leads and Opportunities
5.1 Lead & Opportunity Reports
5.2 Pipeline & Forecast Reports
5.3 Dashboard Creation & Customization
5.4 Performance Metrics & KPIs
5.5 Data Quality & Maintenance

Conclusion
This training equips learners with practical knowledge to manage leads efficiently, convert prospects effectively, track opportunities accurately, and optimize the entire sales pipeline using Salesforce automation and analytics tools.