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Salesforce.com for Sales Professionals

Course Prerequisites

• Familiarity with web browsing
• Familiarity with sales concepts

Course Objectives

• Create a deep understanding of the core salesforce.com sales process so that businesses can leverage it best to drive efficiency and visibility.
• Teach the most efficient ways to work with salesforce.com as an aid to adoption of salesforce.com as powerful enterprise tool
• Provide insight and ideas on ways to better customize YOUR salesforce.com to meet your businesses needs

Course Outline

Unit 1: About this Course

• Course Objectives
• About Rainmaker Associates
• How the course is structured
  

Unit 2: Get your Head in the Clouds! - A Salesforce.com Primer

• Benefits of using Salesforce.com
• Getting the most out of Salesforce.com
• What is Salesforce.com
• Navigating the Salesforce.com User Interface

Unit 3: Leads - Enter, Track, Qualify, Convert

• Introducing Leads
  
• Managing your Leads Process
• Working with Lead Field Mapping and Queues
  

Unit 4: Account Management

• Introducing Accounts
• Creating Accounts
• Working with Account Fields
• Using Related Lists
  

Unit 5: Contact Management

• Working with the Contact-Account Relationship
• Entering Contacts
• Using Campaigns to Group Contacts
  

Unit 6: Opportunities - Taking Control of your Sales Process

• Tracking your Sales
• Managing your Sales Process
• Working with Campaigns
• Using Products to Better Define the Sale
• Knowing who is Involved in the Opportunity
• Using Partner Roles
  

Unit 7: Activities - Driving Collaboration and Intelligence Gathering

• Introducing Activities
• Understanding how Activities Relate to Accounts
• Entering Activities
• Working with Emails
• Completing Tasks
  

Unit 8: Getting Info Out of Salesforce: Views, Reports, Dashboards

• Introducing Views, Reports, and Dashboards
• Working with Views
• Working Efficiently on the Reports tab
• Working with Dashboards
  

Unit 9: The Big Picture

• Does YOUR Salesforce Fit YOUR Business
• Extending Functionality
• Managing Salesforce in your Organization
• Driving User Adoption
  

Appendix 1: Tips for your System Administrator

About this course

This course was developed and is taught by Rainmaker Associates - a business consultancy and salesforce.com Select Consulting Partner providing end-to-end CRM deployment and integration services to organizations ranging from start-ups to the Fortune 1000. Rainmaker's consultants leverage expertise in the areas of strategic sales planning, marketing strategy, and business application development to deliver systems that give our customers unmatched control over their investment and help to expedite the implementation process. Rainmaker is headquartered in the Washington DC metro area and has offices in Baltimore, Charleston and Denver.