This course is part of the Salesforce Sales Operations Professional Certificate

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Salesforce

Pathstream

Salesforce Sales Operations Professional CertificateSalesforce

About this Course

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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!

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Course 2 of 4 in the

Salesforce Sales Operations Professional Certificate

Beginner Level

It is recommended that you have some background knowledge of sales and CRM, and an understanding of the basics of Salesforce platform navigation.

Approx. 32 hours to complete

English

What you will learn

Demonstrate an in-depth knowledge of how sales teams work together during the lead process.
Differentiate between Salesforce objects, fields, and records as they relate to Salesforce data management.
Import data into Salesforce and manage communication with contacts and the qualification of leads.

Skills you will gain

Lead Management
CRM
Sales Operations
Salesforce Lightning
Salesforce

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Course 2 of 4 in the

Salesforce Sales Operations Professional Certificate

Beginner Level

It is recommended that you have some background knowledge of sales and CRM, and an understanding of the basics of Salesforce platform navigation.

Approx. 32 hours to complete

English

Instructors

Instructor rating

4.77/5 (60 Ratings)

Offered by

Salesforce

Salesforce is the global leader in Customer Relationship Management (CRM), bringing companies closer to their customers in the digital age. Founded in 1999, Salesforce enables companies of every size and industry to take advantage of powerful technologies—cloud, mobile, social, internet of things, artificial intelligence, voice and blockchain—to create a 360-degree view of their customers.

Trailhead is Salesforce’s free online learning platform that empowers anyone to skill up for the future. Trailhead reduces barriers to entry for all - regardless of gender, ethnicity, education level or socioeconomic background - to join the workforce of the future with access to over 800 badges covering business, tech, Salesforce and soft skills. More than 2 million learners today are skilling up and earning resume-worthy credentials on Trailhead, all while discovering new career opportunities and connecting with the vibrant Trailblazer Community. To learn more visit Trailhead.salesforce.com

Pathstream

Syllabus - What you will learn from this course

Content Rating98%(4,526 ratings)

Week1

Week 1

8 hours to complete

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!

8 hours to complete

5 videos (Total 16 min), 19 readings, 4 quizzes

5 videos

Introduction to the Course4mThe Sales Operations Specialist Role3mWeek 1 Introduction2mThe Everyday Tasks of a Marketing Associate2mSalesforce Updates and Customization3m

19 readings

What is Pathstream?10mAdditional Careers in Salesforce10mLead Management in Salesforce Course Syllabus15mHow to Be Successful in this Course15mHow to Use Discussion Forums10mGet to Know Your Classmates10mWhy Importing Data and Working With Leads Matter15mSales Process Review5mMarketing Associate Overview 15mVideo Recap15mHow Does Salesforce Support a Marketing Associate's Responsibilities?10mUsing Salesforce to Organize Lead Data20mDatabase Tables10mObjects, Fields and Records in Salesforce20mCreate a Trailhead Account and Playground30mA Note About Software Updates20mGuided Project Navigation Tips15mSalesforce Review15mWeek 1 Recap15m

3 practice exercises

The Role of a Marketing Associate30mSaleforce for the Marketing Associate30mManaging Leads in Salesforce35m

Week2

Week 2

7 hours to complete

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.

7 hours to complete

1 video (Total 2 min), 11 readings, 5 quizzes

1 video

Week 2 Introduction1m

11 readings

Why Organizing Leads, Campaigns and Tasks Matters10mWhy is it Important to Have All Your Data in One Place?10mGuided Project Pre-Reading10mSalesforce Review15mUnderstanding Campaigns10mGuided Project Pre-Reading10mSalesforce Review15mWeek 2 Recap10mProject Summary and Requirements15mSet Up Your Developer Edition Org and Connect to Trailhead15mProject Instructions45m

3 practice exercises

Organizing Lead Data Using Salesforce30mCampaigns in Salesforce30mWorking with Campaigns in Salesforce50m

Week3

Week 3

8 hours to complete

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!

8 hours to complete

3 videos (Total 7 min), 12 readings, 7 quizzes

3 videos

Week 3 Introduction1mThe Everyday Tasks of an SDR2mWhat Can SDRs Use Salesforce For?2m

12 readings

Why Managing and Qualifying Leads Matter10mSales Development Representative (SDR) Review5mLeads vs. Prospects10mVideo Recap1mBut How do SDRs Actually Generate and Qualify Leads? 10mHow Does Salesforce Support an SDR's Work?10mWhy is Using Salesforce So Important for SDR?15mGuided Project Pre-Reading10mSalesforce Review15mGuided Project Pre-Reading10mSalesforce Review15mWeek 3 Recap10m

5 practice exercises

The Life of an SDR30mSalesforce for SDRs30mLogging Communications and Actions30mTracking Leads in Salesforce30mManaging and Qualifying Leads50m

Week4

Week 4

10 hours to complete

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.

10 hours to complete

4 videos (Total 8 min), 18 readings, 7 quizzes

4 videos

Week 4 Introduction2mLead Conversion2mCourse Recap2mCongratulations! 38s

18 readings

Why Enhancing Sales Productivity Matters10mGuided Project Pre-Reading10mSalesforce Review10mSales Productivity30mI Need Help Verifying My Badge5mWhy Lead Conversion Matters10mHanding Off Prospects10mLead Conversion Overview25mWhat Happens in Conversion? 10mGuided Project Pre-Reading10mSalesforce Review10mWeek 4 Recap 10mProject Summary and Requirements15mProject Instructions45mCareer Support Information5mPreparing for the Job Search10mCraft Your Personal Story45mWant to Become a Salesforce Administrator?10m

4 practice exercises

Enhancing Email with Salesforce30mBoosting Sales Productivity in Salesforce30mConverting Leads30mEnhancing Sales Productivity and Converting Leads50m

Reviews

4.8

38 reviews

5 stars
86.11%
4 stars
8.88%
3 stars
1.66%
2 stars
1.11%
1 star
2.22%

TOP REVIEWS FROM LEAD MANAGEMENT IN SALESFORCE

by NTSep 24, 2021

A great intro into learning how Salesforce works for a marketing, and sales associate.

by RQJul 22, 2022

Best course. hand on practice makes me more confident.

by DEDec 23, 2022

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!

by APNov 20, 2022

a good introduction to the basic concepts of Salesforce

View all reviews

About the Salesforce Sales Operations Professional Certificate

The Salesforce economy will create more than $1 trillion in new revenue and 4.2 million jobs between 2019 and 2024. Developed in partnership with Trailhead — Salesforce's official learning platform — this certificate aims to teach you the foundational skills in Salesforce that will prepare you for a variety of entry-level sales roles, including the sales operations specialist position. This certificate is designed for beginners. No previous experience in Salesforce, sales, or CRM is necessary to be successful. Through four courses, you will learn the fundamentals of CRM, how to manage leads in Salesforce, how to manage opportunities in Salesforce, how to use Salesforce to ensure customer success, and how to effectively leverage Salesforce data through reports and dashboards.

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Certificate?
When you enroll in the course, you get access to all of the courses in the Certificate, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

More questions? Visit the Learner Help Center.

Lead Management in Salesforce

About this Course

What you will learn

Skills you will gain

Instructors

Trailhead

Angela Prakash

Anthony Jones

Offered by

Salesforce

Pathstream

Syllabus - What you will learn from this course

Importing Data and Working with Leads

Organizing Leads, Campaigns, and Tasks

Managing and Qualifying Leads

Enhancing Sales Productivity and Converting Leads

Reviews

TOP REVIEWS FROM LEAD MANAGEMENT IN SALESFORCE

About the Salesforce Sales Operations Professional Certificate

Frequently Asked Questions

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Lead Management in Salesforce

About this Course

What you will learn

Skills you will gain

Instructors

Trailhead

Angela Prakash

Anthony Jones

Offered by

Salesforce

Pathstream

Syllabus - What you will learn from this course

Importing Data and Working with Leads

Organizing Leads, Campaigns, and Tasks

Managing and Qualifying Leads

Enhancing Sales Productivity and Converting Leads

Reviews

TOP REVIEWS FROM LEAD MANAGEMENT IN SALESFORCE

About the Salesforce Sales Operations Professional Certificate

Frequently Asked Questions

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