Lead Management in Salesforce from Coursera

The second course in the Salesforce Sales Operations Professional Certificate, Lead 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 leads in a real world business setting.

This second course will give you a foundational understanding of how to help sales and marketing teams optimize the lead management process. Specifically, this course shows how a sales operations specialist would support a marketing associate and sales development representative to make the lead management more effective and efficient. You will learn the basics of data management, how to upload lead data into Salesforce, and then how to effectively train team members to manage leads using the different tools available in the Salesforce Sales Cloud. These 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

Importing Data and Working with Leads

Welcome to Lead Management in Salesforce, the second course of 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 what marketing associates do in a company, explore their role in the lead management process, and work hands on to empower them with Salesforce Sales Cloud tools to do their jobs more efficiently and effectively. Let's get started!

Organizing Leads, Campaigns, and Tasks

Welcome to the second week of Lead Management in Salesforce! Last week, you really went hands on with Salesforce in your Guided Project work and this week, there are going to be more opportunities to work with the lead management tools in Salesforce in real world situations. This week, you’re going to dive even deeper into the role of the marketing associate, a team member who plays a critical part in the sales process. Specifically, you’re going to learn how to edit and filter leads, and work with campaigns, to support this team member and empower them with organized lead management in Salesforce. 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.

Managing and Qualifying Leads

Welcome to the third week of Lead Management in Salesforce! This week, you will dive into a new role on the sales team — the sales development representative (or SDR), another team member who plays an important part in the sales process. This week you’re going to learn how to support this team member and empower them to do their jobs more effectively by exploring how to use some new lead management tools in Salesforce. You’re also going to learn how leads are handed off to SDRs from marketing associates — and how SDRs eventually hand off qualified leads (i.e., prospects) to account executives. Along the way, you’ll see how logging information in a centralized location like Salesforce is essential for the success of the overall team every step of the way!

Enhancing Sales Productivity and Converting Leads

Welcome to Week 4, the final week of Lead Management in Salesforce! You’ve done a great job making it this far, so take a moment to appreciate your effort. Learning lead management tools in Salesforce isn’t easy stuff — so congratulations on making it to this point! This week, you’ll go in more depth with how SDRs hand off qualified leads (i.e., prospects) to account executives. And you’ll see how leads are finally closed in Salesforce, and get a sneak peak of what happens next with them. At the end of this week, you will also tackle your final 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. Remember, by creating a portfolio of the work you are doing in this course, you will be able to show future employers that you can solve real world problems with Salesforce — a critical skill in the modern economy.

Good to know

Know what's good

, what to watch for

, and possible dealbreakers

Provides foundations and deepens existing knowledge, which are necessary for entry-level sales jobs

Taught by Angela Prakash, Anthony Jones, and Trailhead, who are recognized experts in sales and Salesforce

Uses Salesforce Sales Cloud, an industry-standard tool

Develops skills in importing, uploading, and managing data, which is crucial in sales and CRM

Shares a multi-modal approach through videos, readings, and discussions

Reviews summary

Well-structured lead management guide

Learners say Lead Management in Salesforce is a largely positive course that provides a well-structured foundation for lead management in Salesforce. The course offers engaging assignments and practical projects to help students learn how to use Salesforce effectively for lead management. Reviewers praised the course's detailed and concise explanations, as well as its great learning experience.

Prepares learners for careers as sales operations specialists.

"a must do course for anyone who wants to start a career as sales operations specialist"

"The hands-on activities are easy to follow and I have gained better understanding of leads conversion to prospects in a short span of time."

"This course was super helpful in introducing me to the Salesforce platform through the lens of a Business Development process."

Introduces clear and understandable concepts of lead management in Salesforce.

"Very thorough - the guided videos are very helpful."

"Easy to follow along with and understand especially with the guided projects and Angela."

"This was a very good learning experience."

Offers hands-on Salesforce projects for practical learning.

"Best course. hand on practice makes me more confident."

"very good course, a lot opportunities for getting a hands on experience in Salesforce"

"Instructions were clear and creating a portfolio is really a briliiant idea to present your skills and what you've learned."

May contain outdated or incorrect information.

"100% Informative on Salesforce on techniques for SDI's."

"I liked this course. It taught a lot of functions in SalesForce that would be valuable for this position. A few hiccups with outdated functions, such as notes, but other than that, great!"

"I find this course content is so shallow, and it repeats ad nauseam how Salesforce is effective to use in the workforce and in the Sales Processes, without learning too much meaningful information in the end."

May experience technical issues, such as broken links or loading problems.

"Course is full of broken links, and despite completing challenges, i am having issues getting badges verified to move on..."

"This was great. The only issue I could not get last was the videos not loading during some of the activities. "

"I am giving four stars because of Independent project part B. This project is not designed properly."

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 Lead Management in Salesforce with these activities:

Review your knowledge of CRM concepts

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Refreshing your knowledge of CRM concepts will help you to better understand the role of Salesforce in managing leads.

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Read articles about CRM concepts.
Watch videos about CRM concepts.
Take a quiz on CRM concepts.

Review the course materials from the previous week

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Refreshing your knowledge of the course materials from the previous week will help you to stay on top of the material and improve your understanding of the course concepts.

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Read the assigned readings.
Watch the assigned videos.
Take notes on the key concepts.

Join a study group

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Joining a study group can help you to connect with other students, learn from each other, and stay motivated.

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Find a study group that fits your schedule.
Attend study group meetings regularly.
Participate in discussions.
Help other students learn.

Five other activities

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Watch the Salesforce video tutorials on Lead Management

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Watching the Salesforce video tutorials on Lead Management will provide you with a quick and easy way to learn about the basics of lead management.

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Go to the Salesforce website.
Click on the "Learn" tab.
Select "Video Tutorials" from the drop-down menu.
Find the videos on Lead Management.

Create a sales elevator pitch

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Creating a sales elevator pitch will help you to clearly and concisely communicate the value of Salesforce to potential customers. This will be a valuable skill for your sales career.

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Identify your target audience.
Define your value proposition.
Create a hook to grab attention.
Practice your pitch.

Complete the Salesforce Trailmix on Lead Management

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Completing the Salesforce Trailmix on Lead Management will provide you with a comprehensive understanding of how to use Salesforce to manage leads.

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Go to the Salesforce Trailhead website.
Create a free account.
Find the Salesforce Trailmix on Lead Management.
Complete the modules in the Trailmix.

Practice using the Salesforce Lead Management tools

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Practicing using the Salesforce Lead Management tools will help you to become more proficient in using these tools to manage leads.

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Create a new lead record.
Update an existing lead record.
Convert a lead to a contact.
Create a lead report.

Develop a lead management plan

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Developing a lead management plan will help you to define your sales goals, identify your target market, and develop strategies for attracting and converting leads.

Browse courses on Sales Strategy

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Define your sales goals.
Identify your target market.
Develop a lead generation strategy.
Create a lead nurturing strategy.
Measure your results.

Career center

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

Salesforce Developer

A Salesforce Developer builds, deploys, and maintains applications on the Salesforce platform. This course helps build a foundation for this role by teaching you how to use the Salesforce Sales Cloud to manage leads. This knowledge is essential for anyone who wants to work with Salesforce, regardless of their specific role.

See salaries and explore the career path for Salesforce Developer

Salesforce Administrator

A Salesforce Administrator manages and configures Salesforce instances. This course is a good introduction to Salesforce for anyone who wants to work in this role. You will learn how to import data, create reports, and customize the Salesforce interface.

See salaries and explore the career path for Salesforce Administrator

Sales Operations Analyst

A Sales Operations Analyst analyzes sales data and develops strategies to improve sales performance. This course will help you develop the skills you need to succeed in this role, such as data management, reporting, and forecasting.

See salaries and explore the career path for Sales Operations Analyst

Business Analyst

A Business Analyst helps organizations improve their business processes. This course can help you develop the skills you need to succeed in this role, such as data analysis, process mapping, and stakeholder management.

See salaries and explore the career path for Business Analyst

Marketing Manager

A Marketing Manager plans and executes marketing campaigns. This course will help you develop the skills you need to succeed in this role, such as lead generation, campaign management, and marketing analytics.

See salaries and explore the career path for Marketing Manager

Sales Manager

A Sales Manager leads and manages a sales team. This course can help you develop the skills you need to succeed in this role, such as sales leadership, team management, and forecasting.

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Account Manager

An Account Manager manages relationships with key customers. This course will help you develop the skills you need to succeed in this role, such as customer relationship management, sales negotiation, and account planning.

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Project Manager

A Project Manager plans and executes projects. This course may be useful for developing the skills you need to succeed in this role, such as project planning, risk management, and stakeholder management.

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Operations Manager

An Operations Manager plans and executes operations. This course may be useful for developing the skills you need to succeed in this role, such as process improvement, project management, and stakeholder management.

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Consultant

A Consultant provides advice and guidance to organizations. This course may be useful for developing the skills you need to succeed in this role, such as problem solving, communication, and stakeholder management.

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Financial Analyst

A Financial Analyst analyzes financial data and makes recommendations. This course may be useful for developing the skills you need to succeed in this role, such as financial modeling, data analysis, and forecasting.

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Data Analyst

A Data Analyst collects, analyzes, and interprets data. This course may be useful for developing the skills you need to succeed in this role, such as data analysis, data visualization, and statistical modeling.

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Entrepreneur

An Entrepreneur starts and runs a business. This course may be useful for developing the skills you need to succeed in this role, such as business planning, marketing, and sales.

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Product Manager

A Product Manager plans and executes product development. This course may be useful for developing the skills you need to succeed in this role, such as product planning, market research, and stakeholder management.

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Software Engineer

A Software Engineer designs, develops, and maintains software applications. This course may be useful for developing the skills you need to succeed in this role, such as software development, data structures, and algorithms.

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