Managing Opportunities in Salesforce for Sales Leaders

Course Overview

The Managing Opportunities in Salesforce for Sales Leaders course is a practical, hands-on workshop designed to help sales leaders use Salesforce to manage opportunities more effectively, improve deal visibility, and support consistent sales execution.

This live, instructor-led course focuses on the day-to-day opportunity-management activities that sales managers need to perform, including reviewing opportunities, navigating the opportunity Kanban board, and managing tasks and activities associated with active deals.

Participants will work through realistic sales scenarios and use Salesforce to organize opportunity information, monitor deal progression, and establish effective follow-up practices.

Based on the focused nature of the material, we recommend delivering this course as a two-hour workshop. A three-hour version could be offered for organizations that want additional practice or wish to incorporate their own sales process and opportunity-management standards.

What You’ll Learn

Throughout the course, you’ll learn how to:

• Navigate and interpret Salesforce opportunity records.

• Understand the key information sales leaders should review when inspecting an opportunity.

• Use the Opportunity Kanban board to visualize deals by sales stage.

• Move opportunities through the sales process and understand how stage changes affect pipeline visibility.

• Identify stalled opportunities and deals that require management attention.

• Review opportunity close dates, amounts, stages, and next steps.

• Create, assign, and manage tasks related to opportunities.

• Track calls, meetings, emails, and other activities associated with active deals.

• Use activity history and upcoming tasks to evaluate sales engagement and follow-up.

• Identify missing or outdated information that may affect opportunity quality.

• Apply practical opportunity-management habits that improve sales visibility and accountability.

What’s Included

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

• Practical demonstrations using realistic sales-management scenarios.

• Hands-on exercises in a Salesforce practice environment.

• Guided practice using the Salesforce Opportunity Kanban board.

• Exercises involving opportunity tasks, activities, and follow-up management.

• Practical techniques for reviewing opportunities and identifying required management actions.

Who Should Attend?

This course is suitable for:

• Sales managers and sales directors.

• VPs of Sales and other sales leaders.

• Sales team leads and frontline sales managers.

• Revenue Operations and Sales Operations professionals.

• Salesforce users responsible for managing sales opportunities.

• Sales leaders who want to improve opportunity visibility and sales execution.

Prerequisites

Participants should have:

• Basic familiarity with Salesforce navigation.

• A general understanding of Salesforce accounts, contacts, opportunities, and sales stages.

• Familiarity with their organization’s sales process.

• Access to Salesforce or a suitable Salesforce practice environment.

Previous experience managing Salesforce opportunities is helpful but not required.

Course Details

• Class Code: SFT-SL-106

• 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, the Kanban board, tasks, and sales activities.

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, 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.