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welcome back episode 4. episode 4 topics opportunities management in Salesforce opportunity Management in Salesforce an opportunity refers to a potential sales deal or a potential Revenue generating event with a customer or Prospect the opportunity object in Salesforce allows users to track and manage the sales process from initial contact to final closure it provides a structured way to capture important information and activities related to the sales opportunity such as the customer deal value sales stage probability of closure key dates and Associated products or services features and functionalities of opportunity One account in contact the opportunity is typically associated with a specific account customer or Prospect and contact individual associated with the account two sales stages the opportunity progresses through various sales stages representing the different steps or milestones in the sales process these stages typically include prospecting qualification proposal slash quote negotiation and close slash 1 or closed slash lost 3. a mountain probability the opportunity includes the estimated deal value amount and the probability of closing the sale the probability represents the likelihood or confidence of winning the opportunity for sales team and collaboration multiple users were team members can be assigned to an opportunity allowing for collaboration and coordination among sales representatives managers and other stakeholders five activities in history the opportunity can track various activities and interactions related to the sales process such as calls meetings emails and tasks this helps in maintaining a history of communication and engagement with the customer 6. forecasting opportunities play a vital role in sales forecasting allowing organizations to project future Revenue based on the probability and value of open opportunities opportunity versus lead one definition lead a lead represents an individual or a potential customer who is shown interest in your product or service but has not yet been qualified as a sales opportunity leads are typically early stage prospects opportunity an opportunity on the other hand represents a qualified sales opportunity or a potential deal with a customer or Prospect it indicates that the prospect has progressed further in the sales process and is more likely to generate Revenue 2. stage of the sales process lead s are typically at the initial stage of the sales process they represent potential prospects that need further qualification and nurturing before they can be converted into actual sales opportunities opportunity opportunities represent qualified sales deals that have progressed through the sales process and have a higher chance of closing they typically have defined sales stages and Associated activities three conversion lead s are converted into accounts contacts and opportunities once they have been qualified and determined to have sales potential opportunity opportunities are created directly or converted from leads they represent a specific sales deal that is being actively pursued 4. information captured lead s capture basic contact information about potential prospects such as name email phone number Etc additional details about their interests and engagement with the company may also be captured opportunity opportunities capture more detailed information about a specific sales deal including the associated account and contact deal value sales stages probability of closure key dates products or Services involved and Associated activities five purpose lead s are used to track and manage the early stages of prospect engagement lead generation and qualification they help in capturing and nurturing potential sales opportunities opportunity opportunities are used to track and manage qualified sales deals that are actively being pursued they provide visibility into the sales pipeline forecasting and revenue projections partners the partner field is used to link an opportunity with an Associated partner record in Salesforce click Partners can be companies or organizations that are involved in the sales cycle such as resellers Distributors Consultants or any other business entities that collaborate with your organization to close deals this information can be valuable for reporting analyzing partner performance and ensuring effective collaboration you can also create new partner records directly from the opportunity by clicking the new partner button sharing hierarchy by clicking the sharing hierarchies button you can access a hierarchical view of the sharing settings for the specific opportunity this view shows the roles or groups within your organization and their Associated access levels to the opportunities you can see which roles have access to the opportunity and what level of access they have such as read-only red slash right or no access printable view no we have the printable view is particularly useful when you need to share the opportunity details with stakeholders who prefer a printed document this opportunity has been saved say let's let's recent ly all one look it shows you that whatever the information we will store here it will also pass to to the opportunity oh let's write the email system as well I know this will not go so let's fix it very quickly how to fix it we need to click this button we need to go to the setup if you feel it difficult so don't do it at the moment this is just to show you that how we can do it you need to click the users we need to click who is the who is our and you say here is the email address and it's mentioned you guys verify once I click the verify so it's going to send me an email and I need to verify that email you can see the email has come so we just need to verify our email address so I think thanks God this has been verified now so we need to go to leads now and we can see that this is the lead and let's try to send an email now so I hope this will go now so see thanks for looking thanks your business anything and say we attach something here our company logo is there and we can also upload the file say this is one file say this is the profile of our company I want to send it to them so it's also attached no I sent it attachment Center so this is also gone and let's this has been converted and we are going to create a new account new company and new opportunity opportunity name should be new company new opportunity nothing is better say we need to 45 generators 1000 kilo hot hour let's convert it so these things have been converted one a new account has been created a new contact has been created and a lead has been converted to the opportunity go to the leads now the lead has been removed so the lead once it's converted into the opportunity we will not find that lead anymore rather we will find that lead into the opportunity so if we click the opportunity so we can see it here that now delete which has just been converted to the opportunity is showing in the opportunity list now log a call so let me close these buttons so I don't think so we need it if I click this one and so you can see whatever the information whatever the emails tasks and events I have recorded at the lead stage has been moved to the opportunity stage which is a good thing again I can call it again I can call logo call here so say call to and opportunity anything so in the same way I can create a call lock I can record the tasks again [Music] I can record a new event also I can send a new email same way if you want to change anything in the opportunity we can also do that for example this time we say okay okay this is at the uh say we go to details and here it's mentioned that uh I can change anything here say I want to make the change in type so the type is say it's new custom so I can make the changes and I can save the changes the same way if you want to make the changes here we can also do that so say opportunity name it says say I need they need 40 units so I can make the changes here as well delete an opportunity okay so let's view all the opportunities we have 32 opportunities here so if I need to click if I need to delete an opportunity I need to click that opportunity and then I need to click this small button and choose the first option delete and this way I can delete any opportunity clone an opportunity okay so let's go to the view say recently viewed opportunities and here is our opportunity I want to make a copy of this opportunity so all I need to click this button and then say clone okay and here I will just add one on one thing which is V1 or opportunity opportunity to just for my reference and here I will also mention the amount save a million now if I go back to the opportunities so you can see that there are two opportunities created so this is the way we can easily copy an opportunity and make the necessary changes to the new opportunity so it will just expedite our work okay then we have the change the order for example this new opportunity is related to another person so we need to click this button we need to click this sorry we need to go to the opportunity we need to click this small button and change the honor at the moment there is only one user in the system so I cannot make a change otherwise like I all I need to choose the user and click submit opportunity progress and tracking so the same way we have done in the lead here we can also uh update the progress and we can track the progress okay this stage has been done this stage has been done and we are going to make a proposal so this is the way we can track the opportunities uh sorry this is not lead this should be opportunity opportunity view for convenience okay so same as in the leads we have three views here one is called table view carbon View and separate View so let me quickly explain it to you if we go to the opportunities and if you go back to all the opportunities so we have three views available this is the one which is on the screen it's called table view we can go for a carbon View and here we can also move the uh track the progress of the opportunities we can also change the status for example if it is in qualification stage I can move it to the need analysis state so in the carbon we can do that and the third view is the split view separate view so all you need to click the opportunities which is on the left side of the screen and on the right hand side of the screen the opportunity details will come up so let's back come back to our table view which is which is my favorite View New View list so we can create a new view all we need to click this small button here small care icon so this is the first on the top of the screen one gear and then we have a small gear uh just beneath the opportunities all opportunities we need to click and choose new and say this is my view for opportunities and this is only for me The View has been created sharing with the user say I want to share it with my colleague so I need to click this gear button again I need to click the sharing settings and I can choose the my colleague names and I can share it with them these views then we have clone View if I if I like this view but I want little bit changes here so I can make a clone of this View I need to this one I need to kiss a client clone and I just name it my view for opportunities to so this is the clone of the opportunities one and if I wish I can make the changes here rename a view so say I so click the small button go to rename say my say clone of view one of V1 V1 save it in the favorite View suppose you go to all opportunities or you go to this one and you want to go in the carbon View suppose this is your favorite View and you want to stick with it so you need to click this spin button so if I go to other part of the program and when you will come back to the opportunities you will see your favorite View it may speed up your work same way we can apply the filters as we have done in the leads management so suppose I have all these opportunities and I want to see all the opportunities which has been which has been say in need analysis right so I will click this filter button and I will add a filter and I will choose stage it is alphabetical order which is little easy so I say I need to see which is in need analysis and that's done and Save so you will see we have only two opportunities which are in the need analysis okay so this is the way we apply the filter and oops assume we need to apply another filter say the amount is greater than 20 000. so what will I do I will go and apply another filter this time I will choose the field amount and I say greater than say greater than twenty thousand dollars press the button save it so we have only one opportunity which is in the need analysis and the amount is greater than twenty thousand is one suppose I want to see all opportunities where the stage is need analysis or the amount is greater than twenty thousand so I I need to go to this filter logic at the moment is showing that stage one and this is the second both both should be met so I just need to choose or okay either of the condition should be met so this way we will be able to see many entries so this is so you can see for example this entry so here you you see that either condition Should Be Imagined if the amount is greater than 20 000 or the stage is in need analysis so the second entry as the amount is greater than 20 000 so that's why it's it's shown here opportunity chart very interesting feature if we need to remove the filter we just simply remove all the filters and Save for to see the information of opportunities in a chart view all we need to click this small button and this way we can see the information quickly in the chart we can see how many opportunities closed when how how much what is the volume of the opportunities with press with perception analysis needs analysis and so on if we wish we can convert it to the vertical bars or horizontal bars so we can do that as well if we wish to see any additional field or if we want to remove any field from our view we can do that easily we need to click the small care button and then we need to go to the select Fields so if you will so there are two columns here one is available Fields one is visible fields so we can remove the fields from visible fields two available fields and vice versa we can bring the feeds from available to the visible So based on your selection the report will be changed products codes thinking amendments okay so let's go to the products first and say we have created one opportunity say recent opportunities and this is the opportunity that we have created at the moment we have not added any product to it so let's add a product say we need to have this product next and we need to add the quantity say we need 45 it will enter 38 as of today safe so once I entered the product you will see the important the amount of the opportunity has already updated so this is the way we can add products to the opportunities and say codes we need to send the quotation so now we need to send this code to to our customer how to do that we see here we have products we have nodes we have contact we have Partners we have history so there is no quotation here so we need to add the code functionality to our Salesforce at the moment you will see we have home opportunities leads task files even be more we do not see any option here like quotes so how to add that we need to click the first gear button go to the setup and here we say code setting yes port settings and we enable the code setting so it's the enable course then we have enable course without opportunities so I am also adding this feature what is the purpose of this feature you don't need opportunities officially in the system if you are going to send a code to the customer so without opportunity record you can send the course to your customers and if you don't want that if you want that opportunity must be there the record must be created first before sending the quotation then you need to deselect this option at the moment I am going to select it what doesn't matter because I'm I'm going to I'm I'm going to send a quotation with regards to an opportunity so it doesn't matter to me if I select it or not it's not selected I just select it that's it now we come back now let's refresh our Salesforce page refresh it again that means one time refresh is okay but true first I press F5 button so here we can see that the new thing has come which is called quotes has been added to our menu and we if we want to move it here somewhere here we can do that as well so this is the quotation and in the quotation at the moment there is no quotation in the system so that's why it's blank let's go back to our opportunities and let's go back to our recently views I'm going to just pin it so this is the one we were working and if we come back here so oh so the quote has been come but I also in order to bring it on this page I need to select these buttons so using opportunity marketing layout sales layout I will explain it at some other stage not at the moment it's too advanced at the moment so just need to choose which layout this should be applicable I just click save and now we come back here and you see now I'm there is no quotation option here now I'm going to refresh it and we are on the same opportunity but this time you see that a new item has come which is a quotation so we need to add a quotation so we can send it to the client so I will just click on new quotation and expiration date say a month from today and then we need to give it a name so say go to zero zero zero one and description is for internal internal usage you can put anything say uh first quote without any discount if there is no tax nothing we just need to save it but if you wish you can mention the shipping address here okay very good so you may have noticed that I have not added any product to to the quotation so first we need to create the header of the code so basically what we have done so far is the header of the quote now we are going to add the lines so we we can either click the internal Salesforce code ID or our code ID doesn't matter so this is the quotation and here we have code line items or this has already been added if just in case it's not added so we can add it from here eat it or okay so this is the way we can associate a code we can generate a code and we can bring the I choose the items for that quotation to send it to our customer let's see what's next sinking okay syncing is very important so if I go back to my opportunity so I can see that this it is 4.5 million and the same is for the quotation assume that the the customer needs some discount so let's first send him this quote so this is a code for 4.5 million so we need to click this button and then we need to say create PDF so this is the pdf version this is a 4.5 million and we just save it to the quotation so it has been come as nodes and attachment before there was nothing here and we can say that we have created one PDF file let's go back to our opportunity and this is the opportunity we are working on and at the moment one quotation has been raised let's email it to him save it's here we have first quote so I need to write my email here and then I need to select the attachment and in the attachment this code zero zero zero one V1 which is 4.5 million I'm going to attach it and I'm going to send it to this gentleman now assume that they want us to give give them 10 discount okay so say this is the code item line and I go and edit it so it says 10 discount is there I just use discount and I say expression discount and they just save it so the moment I saved it you can see that the value of quotation has not changed okay so let's check one more time if the discount is there discount is there okay let's go back and now generate a PDF file so now let's see what the change has been done here so you can see that the 10 discount has already been applied on it we just save it to the quotation and now we have two attachments one was V1 other is V2 so V1 is without a discount which is 4.5 million and V2 version is with 10 discount which is 4.05 million okay so let's send it to the customer we go back to the opportunities and now we are going to the email we say 10 percent discount rewrite our email and then we attach it we know that we need to attach version 2. we send it to them if you notice here that the our quotation value has been changed but the amount opportunity amount has not been changed uh this is a manual procedure we need to start syncing okay so let's continue it and now if we go back to our opportunities and if I would go to our opportunities we'll say that the mod has been changed so basically it has synced to the updated quotation contact rules so in Opportunities you can see that we have say we can also track the progress see this stage has been we are in The Proposal state or rather we are in the negotiation stage because we have already sent them a quote with 10 discount and let's go back to the details and we say the name of the companies here and in contact we have only one person which is isabhati if we need to add the contact we can also edit here so we need to click this one and we need to add our contact details at the moment there is no additional contact entered into the system so that's why it's only one okay so if we want to add a contact to this company we need to go to the opportunity this is the opportunity and the account name is new company so if I go to the new company I can see that there is only one account at the moment if I want to add an account I need to click new button and here I enter the contract of the new person okay um and I just save it and now if I go back to the opportunity and if I need to add the contact so I can add a contact now there are two contracts listed so I can add it here and I say Amazon is is the decision maker so this is a good way we know that how many persons we are talking to that opportunity and what is the role of that person so as you can see here that isabat is a procurement manager but ultimately amjad bhatti is going to make the decision of course I have already shown you how to add the codes emailing the codes syncing code with the opportunity stage history stage history is very important and very interesting here if you go back to any opportunity so you will see that the stage history is here [Music] so basically whatever you have done it's recording here that when you give them the 10 discount and the stages you have crossed or covered so basically this is an interesting thing and we can see the stages of four hour opportunity progressed towards its success Partners okay Partners there is I have a Partners basically partners of the parties who help us to to deliver the deed it may be a Distributing Company we may buy the products from another company and sell it to them so Partners any person who can add who can assist us in that team in that opportunity I will add another slide to that partners the partner field is used to link an opportunity with an Associated partner record in Salesforce Partners can be companies or organizations that are involved in the sales cycle such as resellers Distributors Consultants or any other business entities that collaborate with your organization to close deals this information can be valuable for reporting analyzing partner performance and ensuring effective collaboration you can also create new partner records directly from the opportunity by clicking the new partner button sharing hierarchy by clicking the sharing hierarchies button you can access a hierarchical view of the sharing settings for the specific opportunity this view shows the roles or groups within your organization and their Associated access levels to the opportunity you can see which roles have access to the opportunity and what level of access they have such as read-only red slash right or no access printable View the printable view is particularly useful when you need to share the opportunity details with stakeholders who prefer a printed document thank you so very much for joining me today and I will see you in the next episode of learning Salesforce till that time take care goodbye