Opportunity Management in Salesforce from Coursera

The third course in the Salesforce Sales Operations Professional Certificate, Opportunity Management in Salesforce, is for anyone who is curious about entry level sales roles that require foundational skills in Salesforce, the sales operations specialist role specifically, and how to use tools in Salesforce to manage opportunities and close sales deals in a real world business setting.

This third course will give you a foundational understanding of how to help sales teams optimize the opportunity management process. Specifically, this course shows how a sales operations specialist would support account executives and empower them to progress opportunities through a sales pipeline and close sales deals as effectively and efficiently as possible. This will require the use of new tools in Salesforce, including products, price books, quotes, contracts, and orders. Learning how to leverage these aspect of Salesforce are crucial skills for anyone interested in entry level sales jobs.

For this course, it is recommended (but not required) that you have some background knowledge of sales and CRM, as well as an understanding of the basics of Salesforce platform navigation. If you're a total beginner with these concepts, you can still be successful in this course — however, it might require some additional work on your part.

By enrolling in this course, you are taking the next step to kickstarting your career in Salesforce. Congratulations on continuing this exciting journey!

What's inside

Syllabus

Supporting Account Executives

Welcome to Opportunity Management in Salesforce, the third course in the Salesforce Sales Operations Professional Certificate! By enrolling in this course, you are taking the next step to kickstarting your career in Salesforce. In the first week of the course, you'll learn more about the handoff of qualified leads (i.e., prospects) from SDRs to account executives, and how Salesforce Chatter can help ensure that they stay on the same page during this process. You'll also learn more about the account executive role on a sales team, how you can support them as a sales ops specialist, and you'll dive into the sales pipeline to fully understand what opportunity management entails. Let's get started!

Traffic lights

Read about what's good

what should give you pause

and possible dealbreakers

Provides step-by-step guidance on sales and management tools in Salesforce, crucial for entry-level sales roles

Focuses on opportunity management, a core aspect of sales operations specialist roles

Taught by experienced instructors Angela Prakash, Anthony Jones, and Trailhead, recognized for their expertise in Salesforce

Requires some background knowledge in sales and CRM, making it suitable for those with an understanding of the field

Introduces advanced Salesforce skills such as working with products, price books, quotes, contracts, and orders, enhancing employability

Reviews summary

Practical salesforce opportunity management for sales ops

According to students, this course provides a strong foundation in Salesforce Opportunity Management, highly relevant for sales operations roles. Learners value the hands-on projects, which effectively cover essential Salesforce tools like products, price books, quotes, contracts, and orders, helping to create valuable portfolio pieces. While praised for its practical application, some beginners found the pace challenging, suggesting a need for prior Salesforce familiarity or additional supplementary study.

Provides solid basics but may not cover advanced topics or troubleshooting.

"It covers the basics but doesn't go deep enough into advanced scenarios. I was hoping for more."

"Good for absolute beginners, but those with some experience might find it lacks depth."

"While strong on practical aspects, I wish there were more challenging projects for intermediate users."

Highly relevant content for sales operations and entry-level sales roles.

"It's a must-take for anyone serious about a sales ops role."

"The content is highly relevant for a sales operations specialist. This truly builds on the previous courses."

"It's definitely tailored for career advancement, covering crucial skills like contracts and orders."

Course emphasizes hands-on activities and real-world application.

"The hands-on projects really solidified my understanding of how to use products, price books, and quotes effectively."

"I now feel much more confident in my ability to manage opportunities in Salesforce thanks to the practical examples."

"The hands-on labs are the best part. I especially liked the project work, which gave me a great portfolio piece."

Occasional discrepancies between demo environment and actual Salesforce interface.

"Sometimes the Salesforce environment had slight differences from what was shown in the videos, which led to a bit of confusion."

"The demos were not always clear and the explanations seemed to jump around."

"I had to pause and re-watch parts because the steps shown didn't exactly match my live environment."

The course can be too fast for learners without prior Salesforce experience.

"I found the pace very fast and it assumes more prior Salesforce knowledge than stated."

"For a total beginner, it might be overwhelming. Needs more beginner-friendly explanations."

"I needed to do a lot of supplementary research to grasp the concepts fully."

Activities

Be better prepared before your course. Deepen your understanding during and after it. Supplement your coursework and achieve mastery of the topics covered in Opportunity Management in Salesforce with these activities:

Design a Salesforce dashboard for a real-world business scenario

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Apply your Salesforce knowledge to a practical business scenario. Designing a dashboard will strengthen your understanding of data analysis and presentation.

Browse courses on Salesforce Reporting

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Choose a business scenario relevant to your industry or interests.
Identify the key metrics and data points to be tracked.
Create a Salesforce report to extract the necessary data.
Design a visually appealing and informative dashboard.
Interpret and analyze the data to derive insights.

Show all one activities

Career center

Learners who complete Opportunity Management in Salesforce will develop knowledge and skills that may be useful to these careers:

Sales Operations Specialist

A Sales Operations Specialist supports the sales team by managing the sales process and implementing strategies to improve sales performance. This course will help you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to manage opportunities, create quotes, and generate reports. You will also learn how to support account executives and empower them to close deals.

See salaries and explore the career path for Sales Operations Specialist

Account Executive

An Account Executive is responsible for managing relationships with existing customers and generating new sales. This course will help you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to manage opportunities, create quotes, and generate reports. You will also learn how to develop sales strategies and close deals.

See salaries and explore the career path for Account Executive

Sales Manager

A Sales Manager is responsible for leading and motivating a team of sales professionals. This course will help you build a foundation in the skills needed to be successful in this role. You will learn how to develop sales strategies, manage a team, and close deals. You will also learn how to use Salesforce to track sales performance and identify areas for improvement.

See salaries and explore the career path for Sales Manager

Business Analyst

A Business Analyst is responsible for analyzing business processes and identifying opportunities for improvement. This course will help you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to gather data, analyze trends, and make recommendations. You will also learn how to communicate your findings to stakeholders.

See salaries and explore the career path for Business Analyst

Product Manager

A Product Manager is responsible for developing and managing products. This course will help you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to track customer feedback, identify product needs, and develop product roadmaps. You will also learn how to launch new products and manage product lifecycles.

See salaries and explore the career path for Product Manager

Marketing Manager

A Marketing Manager is responsible for developing and implementing marketing strategies. This course will help you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to track marketing campaigns, measure results, and generate leads. You will also learn how to develop marketing budgets and manage marketing teams.

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Customer Success Manager

A Customer Success Manager is responsible for ensuring that customers are satisfied with their products or services. This course will help you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to track customer interactions, identify customer needs, and resolve customer issues. You will also learn how to build customer relationships and advocate for customer interests.

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Data Analyst

A Data Analyst is responsible for collecting, analyzing, and interpreting data. This course will help you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to extract data, create reports, and identify trends. You will also learn how to communicate your findings to stakeholders.

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Software Engineer

A Software Engineer is responsible for designing, developing, and testing software applications. This course may be useful in helping you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to develop custom applications and integrations. You will also learn how to troubleshoot software issues and manage software projects.

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Project Manager

A Project Manager is responsible for planning, executing, and closing projects. This course may be useful in helping you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to manage projects, track progress, and communicate with stakeholders. You will also learn how to develop project plans and budgets.

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Financial Analyst

A Financial Analyst is responsible for analyzing financial data and making investment recommendations. This course may be useful in helping you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to track financial data, create reports, and identify trends. You will also learn how to communicate your findings to stakeholders.

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Human Resources Manager

A Human Resources Manager is responsible for managing the human resources function of an organization. This course may be useful in helping you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to manage employee data, track performance, and develop training programs. You will also learn how to recruit and hire new employees.

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Operations Manager

An Operations Manager is responsible for managing the day-to-day operations of an organization. This course may be useful in helping you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to track progress, manage inventory, and communicate with stakeholders. You will also learn how to develop and implement operational plans.

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Supply Chain Manager

A Supply Chain Manager is responsible for managing the supply chain of an organization. This course may be useful in helping you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to track inventory, manage suppliers, and optimize the supply chain. You will also learn how to develop and implement supply chain strategies.

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Quality Assurance Manager

A Quality Assurance Manager is responsible for ensuring the quality of products or services. This course may be useful in helping you build a foundation in the skills needed to be successful in this role. You will learn how to use Salesforce to track quality data, identify quality issues, and develop quality improvement plans. You will also learn how to communicate with stakeholders about quality issues.

See salaries and explore the career path for Quality Assurance Manager