Streamline Lead Opportunity Management in Employment Contracts

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we are doing some Salesforce training called working with leads and opportunities the learning objective is after we've completed this unit we'll be able to use the lead workspace to action our leads and move them toward conversion number two use the opportunity workspace to do more in contest text with less clicks and third gain an app glance insight to the accounts and contacts okay so getting started with using cells where Salesforce comes with a set of powerful tools to support your sales process optimize to help you do more and less time with fewer mouse clicks so for example a need to call or quickly log a call you made to a prospect there's a handy composer to do that want to gain insight faster before you make a call to a top client account insights has you covered need an easy way to visualize your deals in flight check it out check it out in the dashboards or spin it up quickly on a chart that you can create in a list to view that you create no matter what you need you've got options in the last unit we've got your day started with fast with the Home tab now we're ready to work on closing some business so let's go ahead and continue the tour let's start working with leads so working our leads this that's what this visual is about as a reminder leads are your prospects who've expressed interest in your product but haven't you haven't yet qualified to buy in Salesforce your goal with leads is to drive conversion the moment when the prospect becomes qualified to by converting a lead creates a contact along with an account and opportunity but first you have to qualify the lead to see if that really makes sense to do that conversion so the leads workspace is a powerful interface that emphasize the actions that you need to take to drive conversions to make sales front and center is sales path which can be customized for you sales process to include your statuses and contextual guidance at each step for example if you're at the open not contacted status you might want to want guidance on what channels to try to reach or lead or suggestions on how you want to leave a great voicemail if you're working if you're at the working a contacted stage you might find it useful to have a set of qualification questions sourced by our top sales reps and teammates okay so there's also a handy composer for making quotes like logging a call setting up a meeting or creating a follow up task as we see here log of call now to to collaborate the the collaborate tab allows you to collaborate with colleagues in the context of this particular record for example you might know someone who has worked with this lead in the past you could mention them in a in a post and ask if they have any insights to share to help you convert this lead or maybe you're teaming up with a particular client this would be a good place to use the collaboration tab now if you don't see all the fields you want to see then click on the details tab for a complete view okay in addition to to a driving action you can see important details highlight at the top of the page in an activity timeline with next steps and history of actions taken so you can see this activity tab it shows you what it prompts you and what to do next okay so and and it also has a twitter integration to stay on top of the latest social media insights and so on and if you'll remember we had a lead we were working to convert which had an overdue follow-up task we can see that task right here on on this page okay so now so let's take care of this and let's see if we could get this lead converted so after reviewing our lead and detail we call our lead and find out that they are in fact qualified to buy okay so we set up our test to complete and now ready to convert in the upper right hand corner of the workspace we simply click convert and then we create our account and opportunity okay and once we're done we get a nice confirmation okay so next now we have a contact with an Associated account and opportunity we've created all these are created automatically as part of the conversion process and you prop of course you we're probably anxious to go right to the opportunity and start working again but let's check out this contact and account first to see what it what it says and what we have at our fingertips okay now reference contacts and accounts now as a reminder accounts are companies or people entities or organizations that we do business with and contacts are the people who work who work for these companies that's the typical use some people such as our industry we don't have typically work with multiple individuals within a company so so we may enter the name in that spot instead but the idea is when you're working with accounts and contacts we want to be able to find informations faceted so Salesforce designed a page with quick reference and at a glance insights in mind so let's take a look here's our contact that we just converted from our lead one of the first things you'll notice is this page looks different from lead the emphasis here is on the opportunity cases and notes that are related to the contact and when you link your Twitter account for example there's also social integration plus there's a composer for making updates placed on the right-hand side of the page a with a tab for collaboration if you want to collaborate with with another colleague on this particular lead okay now like a like a lead there's a set of fields highlighted at the top of the record okay one of these is our account that was created at the time we converted it our lead if we hover over it we can see the details at a glance and we can just simply drill down with a single click so clicking on this company name here it gives us some detail about the organization okay now let's go ahead and click through and now we're looking at the account okay now this is the account we're seeing here the layout is similar to the contact except we also see a list of all the contacts associated with this account displayed so a lot of times we talk to people and there's multiple different partners we can use this to to associate them together a lot of the CRMs don't have the ability to do this here we can link these people together we know they're associated with each other so there's a there's the contact we're just viewing and hovering over the link also shows us the detail in the details at a glance okay no okay so want to go back to the contact simply click the link and you're back ok click the contact link in your back you can navigate this way through all the pages sales force by clicking on links in each record now let's try this out one more time by clicking on our opportunity so that we can check out the Opera check out the opportunity workspace okay now working with opportunities no we've arrived at the place you'll be spending most of your time and Salesforce opportunities is the place where we spend most of our time okay this is where the magic happens for you where you actually take your converted leads and close deals so let's go ahead and do this so see what's front and center again it's its path but optimized for your opportunity stages there are sometimes more stages with opportunities then statuses for lead so having guidance in context is especially important so right here is where we focus is in the opportunity because it's you know it's all about making sales that's how we stay in business okay now since you're talking about coaching in path here are some examples of helpful coaching stages in in the process okay here's examples of things we can do in the sales process that that can be noted in in this section okay now like it says here it is let's read this together a quick best practice work with your admin on crowd sourcing tips from your top sales reps to populate the guidance included in this path so example if we have certain closing things we say or suggestions we make the customer this can all be done here so we can share our ideas back and forth and so this has benefits including reinforcing consistent selling methodology across the team to help to help your a B and C people become a players on board with new team members faster and just-in-time guidance right in Salesforce so but a lot of the closing ideas and things we say and in overcoming objections this can be this can be placed right in here in this section so people can collab collaborate and share ideas okay now okay like leads you'll also find a composer for creating follow up tasks and setting up meeting invites Plus taps for collaboration and a detailed view of all fields in the records okay you'll also find an easy way to add a contact and assign a contact role without ever leaving the work the workspace okay now we switch to now that we're familiar in the layout let's go ahead and get to work now when we are home the home tab we saw one of our one of our biggest opportunities because it's here with something we had entered before and we we don't have to follow up and we didn't have a follow-up task created so now that we know that let's go ahead and take care of that so we do follow up and we'll add this opportunity and turn it into a task using composers so this is to remind us to follow up with this person so what we do is you first click home ok then we add from the assistant we click on up the opportunity ok and then that our past activity we saw see our last called the customer and that was yesterday and the and our contracts are in hand the things we're gonna sell them we know we have it all our ducks in a row so so let's go ahead and make a task to follow up tomorrow and let's just see how things are going okay so we're entering the the subject the date and so on okay now now we have our task created we're confident we can close this out by tomorrow but we should take a step back and look at all of our opportunities in the pipeline to make sure we haven't missed anything else to do this we simply visit the opportunity object homepage by clicking opportunities ok then we select the list view such as my opportunities and select the Kanban view is what they call it okay now now we're ready to go ahead and use that what's called the they call the Kanban view what that means is the can by view organizes a set of records into columns to track your work at a glance to update a record status you simply drag it into a different column okay so you can configure your board by selecting what fields columns and some arrays are based on and and get personalized alerts so you can get opportunities in flight okay and visualize your work in each stage your status is one thing you can do you can also move records between columns using the drag-and-drop functionality you can configure columns and summary fields on the fly you can edit or delete records to keep them up to date and you can quickly create filters to slow how your how the data how you want and then for opportunities you can get alerts to notify you when you need to when it's needed on a key deal okay now next let's go ahead and go to let's go to this next section and we're talking about the the records in the can bend view are based on the selected list view that's number one the number two we easily toggle between the listview and gridview in this can men view number three we filtered your records to view a particular subset of the records okay and then four we select a new record type to view and then five the columns are created based on the grouping field six we quickly move a record to a different column by dragging the by dragging and dropping a card and the seven for opportunities alerts tell us how to keep a deal on track for example create a task or event okay now opportunity alerts in the can venue let's go ahead and take a look at how the Kanban view helps you keep your deals moving forward to the opportunity alerts alerts are only available for four opportunities okay so click on cards in the opportunity Kanban view and draw your attention to deals requiring your attention like opportunities without an Associated activity so speaking of which here's our opportunity that we just converted and then we've got an alert showing that because we didn't yet make an activity okay so it keeps the sales process moving forward because we can we can drag different activities to different columns different dates and times and that will alert us that it's time to take action on that particular class it just makes our job easier it sets up automatic reminders and so it gives us less to juggle the the program does it juggling there for us so now we can create a task to set up a set up a meeting for example okay now and as and as you can see we we never have to leave the Kanban board once it's done the alert disappears okay okay now that we've learned how Salesforce supports the sales process powerful tools and features in the next unit we'll we'll finish up our tour by exploring ways beyond the Kanban board to work with your records at different levels okay so go ahead and review this video if you need it and I think you'll find it helpful but kind of gives some ideas about how to use the you know the difference between leads and opportunities and how to work with them hope this helped