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!

Working with Opportunities in Salesforce

Welcome to the second week of Opportunity Management in Salesforce! Last week, you gained the conceptual foundation you need to understand the role of the account executive and how they work to progress prospects through each stage of the sales pipeline en route to closing the deal. Now, this week, you are going to work hands on with opportunity management tools in Salesforce that you can leverage to empower AEs to do their jobs as effectively and efficiently as possible. At the end of this week, you will also tackle your first independent project in this course, which will give you an opportunity to explore a business use case in Salesforce, hands on. By completing this project, you will be able to create a valuable portfolio piece and work sample that you can use during your future job search.

Using Products, Price Books, and Quotes in the Sales Process

Welcome to the third week of Opportunity Management in Salesforce! This week, you will dive into working with Products, Price Books, and Quotes in Salesforce, and learn how these standard objects help account executives move potential sales deals closer to the finish line. Keep in mind that by learning these more advanced Salesforce skills, you are setting yourself apart as a very strong candidate not only for the sales ops specialist role, but for any entry level sales job.

Contracts and Orders

Welcome to Week 4, the final week of Opportunity Management in Salesforce! You’ve done a great job making it this far, so take a moment to acknowledge and appreciate your effort. Learning opportunity management tools in Salesforce is tough — so congratulations on making it to this point! You’re putting in great work that’s going to have a big payoff. This week, you'll learn how to support AEs in the next stage of the sales process: closing deals. At this point, the sales team has put in a lot of effort into each and every opportunity, so it's important that you learn the skills and practices that will help ensure that the sales team actually wins those deals. Keep in mind that winning a deal means a prospect has signed a contract and has become a paying customer with your company. And remember, your number one goal as a sales ops specialist is to help a sales team win deals as efficiently and consistently as possible.

Good to know

Know what's good

, what to watch for

, 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

Opportunity management in salesforce mastered

Learners largely agree that Opportunity Management in Salesforce is a worthwhile course, especially for those who have never used or have very little experience with Salesforce. Students say that this course is thorough, engaging, and helpful for learning the ins and outs of Opportunity Management within Salesforce. Excellent instructors, detailed tutorials, and practical exercises are some of the key highlights mentioned across reviews.

Challenging

"This course is really challenging and awesome"

"The course outlines are easy to understand, the instructor for the guided projects is very detailed."

Highly recommended

"This was an amazing course with detailed tutorials and highly recommended"

"All amazing ! salesforce, coursera and pathstream"

"Exceptionally good training."

Engaging assignments

"Excellent methods of teaching in details"

"Great insight into how an AE works on Salesforce"

"great course to trake you step by step in using salesforce for sdtages inopportunities closing and settin up product and pricebook"

Problems verifying completion

"It took me over 3 months to verify one badge after I had completed the whole course"

"over three months of going back and forth and emails back and forth and it was an absolutely terrible experience"

Lacking depth

"The course was fine, just not as robust as the previous courses in the series."

"The courses in this specialization involved far too much reading and far too little practical application."

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

Show steps

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

Show steps

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.

See salaries and explore the career path for Marketing Manager

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.

See salaries and explore the career path for Customer Success Manager

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.

See salaries and explore the career path for Data Analyst

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.

See salaries and explore the career path for Software Engineer

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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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

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.

See salaries and explore the career path for Supply Chain Manager