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the sales process inside a sales force arguably one of the most important parts of any Salesforce system well in this video I'm going to explain exactly how to use it and it's not as obvious as people may think because it's in fact broken into the leads area and the opportunities area and I'll be covering both in this video just before we get into the video if you need any help setting up or you need training on Salesforce please check out the link below we would love to help without further Ado you can see here that I am in our Salesforce system and I'm in in fact on the home page now just for clarity's sake this is all dummy data this is not real information that exists in the system with the exception of my own okay so like I said in the introduction the leads area and the opportunities area are both in fact sales pipelines but they're broken apart into two different areas and everything always starts with a lead okay so just to Define lead it is an unqualified person that is interested in your products or service and the reason we have the leads area is to work them through the stages to ultimately qualify them now in order for someone to be qualified they of course need to be the right fit for your products or service they need to have purchasing power to afford your product or service and you want to work with them as well you might not want to work with someone so that's why we have the leads area the other reason we have the leads area is because we store all contacts and account information in one place and then once they are converted they then move over to accounts contacts and opportunities to prevent the data of the accounts contacts and opportunities from being polluted so it's really important to note that that is another good and strong reason why you should use the leads area because if you just add everyone into your system into your contacts and accounts and create an opportunity the quality of your data is going to be so so so bad so it's not going to be particularly marketable you can't use it for Facebook look like this or whatever the case may be and so please take that into consideration as well so if I click into any lead like I said this is example data I'll just click into an example lead we have got a process okay now it's super super simple to use when a new lead is created they will be marked as new okay of course new lead comes into the system and they've inquired about your product service and now you need to work with them to Define what they need help with whether you're the right fit whether they can afford to work with you so on so forth so this is the beginning of the actual sales pipeline now we've got a number of different stages here as you can see and the ultimate goal is to get the lead to a converted status so it starts off as new and let's say Obviously their new lead and then you've contacted them in order to update the status of a lead all you need to do is select the stage in which they are now in and then press Mark as current status just like that and then you can continue to work along the pipeline now there is a chance there's a good chance that your lead pipeline may look slightly different to the one inside a Salesforce okay or the one I'm demonstrating right now and that's because it's been customized to meet the needs of your business specifically but hopefully if the implementation has been done correctly the principle Remains the Same and you continue to work through the different stages until you get to I suppose working and then you need to make a decision where they are qualified or unqualified if they are qualified what you're going to want to do is convert them into an account a contact and an opportunity once they are converted into an opportunity then they enter into the actual sales process to give you another example let's say you have appointments Setters and you've got people messaging they would track that information in the leads and as soon as someone shows some interest you would then convert them into an opportunity okay so you can either mark them as unqualified if you select unqualified and then press Mark as current status they are then an unqualified lead in your sales force system so they they're not suitable for and you wouldn't continue to engage with them and let's say they are qualified you then look to convert so you just select the converted save to select converted status and then what's going to happen is you're going to be presented with this screen here where you can create and it will give you the option to either create or find an existing account contact and opportunity nine times out of ten I would probably say that if you're already using the leads area and then you're probably going to be creating a new contact a new account a new opportunity there are rare instances where you may not but if it's repeat business you already know that they're the right fit you already know that they've got purchasing power because you've worked with them before so you might just create an opportunity straight off the bat but I'm digressing slightly but you can see here we've got account contacts and opportunity now once you press the convert button it's going to be removed from the leads area or it's going to be marked as qualified and it's going to create an account record a contact record an opportunity record which then brings us nicely onto the second stage of our sales process inside of Salesforce so I'll go ahead and press convert and now I'm going to just head it straight over to our opportunities area you could do it from that page there or you can just go to Opportunities up the navigation bar at the top and then select a new opportunity as you can see the universal Technologies one is the one we've just created I'm now going to click into this and you can see here we have a new sales process but it's all the same it's just condensed into two different sections of the Salesforce system for ease of management often one Department deals with leads another department will deal with opportunities of course you'll have appointment Setters for leads closes for opportunities so on so forth and then you can see here we've got all of these new stages so again the principle remains exactly the same their qualification and then you can move them to example stage obviously this is a dummy account or whatever that stage may be for your sales process and then you just update them as Mark as current stage and then you get the proposal slash price quote and then you mark As current stage but the key distinction is they are now genuinely interested in your products or service and they are actually going through the process of purchasing so it'll be sales call you might have a secondary sales call you'll have to send over a proposal there'll be negotiation slash review there might be additional things that need to be done like document documents need to be signed etc etc and once you've got past all of that and you've marked let's say we're on negotiation and review and you get that brilliant email that we always want to receive is the client is ready to go ahead you go ahead into your Salesforce system markets closed select the closed stage okay so you've got a drop down menu here and you can select it as either one or lost of course we all want to be selecting the stages one sometimes unfortunately we have to select loss but it it is what it is there's nothing we can do about that but you would select the relevant option for that opportunity if they've gone ahead it'd be one if you've lost the work it would be lost so in this instance I'm going to select close one you press the save button and as you can see here you get this nice animation um to say that you've won the new sale and then that is the sales process complete so just to recap we start on leads area we end on the opportunities area it's split for the reasons I mentioned earlier in the video and it's super super easy to manage and I strongly recommend most businesses there are um there are edge cases where leads might not be so applicable but I'd recommend most businesses utilize both the leads area and the opportunities area hopefully you are now familiar with the sales process inside of Salesforce and I will see you soon goodbye