Managing Opportunities and Your Sales Pipeline in Salesforce

Course Overview

Managing Opportunities and Your Sales Pipeline in Salesforce is a three-hour, live, hands-on workshop designed to help sales representatives manage their opportunities more effectively and maintain a realistic, up-to-date sales pipeline.

Participants will learn how to create and maintain opportunity records, understand how deals progress through the sales process, prioritize pipeline activity, and identify opportunities that require attention.

Through practical exercises and realistic sales scenarios, participants will develop the skills needed to keep their pipeline organized, maintain accurate sales information, and move opportunities forward.

What You’ll Learn

By the end of this course, you’ll be able to:

• Understand how opportunities fit into the overall Salesforce sales process.

• Create and update opportunity records.

• Understand opportunity stages and the criteria for moving a deal forward.

• Maintain accurate opportunity amounts, close dates, and other key information.

• Use the Opportunity Kanban board to visualize your pipeline.

• Review opportunities by stage, value, probability, and expected close date.

• Identify stalled, aging, or at-risk opportunities.

• Prioritize opportunities based on business value and next steps.

• Record meaningful opportunity updates and sales progress.

• Establish clear next steps for each active opportunity.

• Use Salesforce activities to support opportunity progression.

• Maintain a realistic and current sales pipeline.

• Identify gaps in your pipeline and areas requiring additional prospecting.

• Prepare for pipeline reviews with accurate and relevant opportunity information.

What’s Included

• Three hours of live, instructor-led training with an experienced Salesforce instructor.

• Practical demonstrations using realistic sales scenarios.

• Hands-on exercises in a dedicated Salesforce practice environment.

• Guided practice creating, updating, and managing opportunities.

• Exercises focused on pipeline visibility, prioritization, and deal progression.

• Practical techniques for maintaining accurate opportunity information and moving deals forward.

Who Should Attend?

This course is designed for:

• Sales representatives.

• Account executives.

• Business development professionals managing active opportunities.

• Inside and outside sales professionals.

• Salespeople responsible for maintaining their own sales pipelines.

• New Salesforce users who need to develop stronger opportunity-management skills.

• Experienced sales professionals who want to improve their pipeline-management practices.

Prerequisites

Participants should have:

• Basic familiarity with Salesforce navigation.

• A general understanding of accounts, contacts, opportunities, and activities.

• Familiarity with their organization’s sales process and opportunity stages.

• Access to Salesforce or a suitable Salesforce practice environment.

Previous experience managing opportunities in Salesforce is helpful but not required.

Course Details

• Class Code: SFT-SR-102

• Duration: 3 hours

• Format: Live, instructor-led workshop

• Practice Environment: Participants may use either a dedicated Salesforce practice environment or their own Salesforce environment.

• Course Focus: Opportunity management, pipeline organization, deal progression, prioritization, next steps, and pipeline accuracy.

Important: The instructor will deliver the workshop using a dedicated Salesforce practice environment. If you choose to use your own Salesforce environment, your configuration, available features, page layouts, fields, reports, dashboards, opportunity stages, and overall experience may differ from those demonstrated by the instructor. We cannot guarantee that every exercise or demonstration will work identically in your organization’s environment.

If your Salesforce environment is highly customized, you may wish to consider private training tailored specifically to your organization’s configuration, sales process, and opportunity-management practices.

Delivery

For individuals and small groups: Virtual, live instructor-led training.

For private groups of five or more: Please inquire about arranging a private class. Depending on your needs and location, private training may be delivered virtually, in person, or on-site.

Course Provider

This course is developed and delivered by The Salesforce Trainers, a team of experienced sales and Salesforce professionals specializing in Salesforce adoption, sales leadership, training, and change management.