Overview

Defining your sales process will guide you in configuring Salesforce for your company. From custom fields and sales stages to page layouts and reporting, this video will give you an overview of Sales Cloud standard objects in Salesforce. It will also discuss what you need to consider when defining your lead conversion and sales processes. After you’ve watched the video, you’ll have an understanding of how those processes fit together so you can configure Salesforce to work for you.

The objects discussed in the video include:

Leads - The handoff mechanism between marketing and sales.

Accounts - Used to capture company information such as name, website, and location. These are companies you have a relationship with and are potential customers.

Contacts - People associated to an account who matter to your business.

Opportunities - Potential revenue-generating sales deals that you want to track until the deal closes.

Activities - Drives your sales performance.

Leads help facilitate qualification of potential deals. They’re necessary to take advantage of the Salesforce duplicate-prevention utility.

In this this video, you’ll get the steps to help you build your business process around leads.

A lead consists of three components:

Company information

Contact information

Information about the deal

Once you’ve determined a lead to be a valid opportunity, you can use the built-in Salesforce lead conversion feature to convert the lead.

Building your sales process means identifying when an opportunity should be created. Once you understand how you sell and the processes you have in place, you can use this to configure your Salesforce.