Salesforce Essentials for Sales Representatives

Course Overview

Salesforce Essentials for Sales Representatives is a three-hour, live, hands-on workshop designed to help sales professionals build the foundational Salesforce skills they need to manage their day-to-day selling activities effectively.

Participants will learn how to navigate Salesforce, manage customer information, track sales activities, and maintain accurate opportunity records. Through practical exercises and realistic sales scenarios, they’ll gain confidence using Salesforce as part of their everyday sales workflow.

The course focuses on the features and habits that matter most to sales representatives—not on the technical administration of Salesforce.

What You’ll Learn

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

• Navigate Salesforce and quickly find the information you need.

• Understand the purpose of accounts, contacts, leads, and opportunities.

• Locate and maintain accurate customer and prospect information.

• Create and update account and contact records.

• Understand how leads are managed and converted into accounts, contacts, and opportunities.

• Create and update opportunities as deals progress.

• Understand opportunity stages and the importance of accurate sales information.

• Record calls, meetings, emails, and other sales activities.

• Create tasks and schedule follow-up actions.

• Maintain clear and meaningful opportunity next steps.

• Use list views to organize and prioritize your work.

• Find relevant customer information before sales calls and meetings.

• Develop practical habits for keeping Salesforce accurate and up to date.

• Use Salesforce more confidently as part of your daily sales process.

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 working with accounts, contacts, leads, opportunities, and activities.

• Exercises focused on the daily responsibilities of sales representatives.

• Practical techniques for using Salesforce efficiently and maintaining reliable sales information.

Who Should Attend?

This course is designed for:

• Sales representatives who are new to Salesforce.

• New hires joining a Salesforce-enabled sales team.

• Sales professionals who have limited experience using Salesforce.

• Experienced salespeople who want to strengthen their Salesforce fundamentals.

• Business development representatives and account executives.

• Inside and outside sales professionals.

• Sales teams preparing to adopt Salesforce more consistently.

Prerequisites

No previous Salesforce experience is required.

Participants should have:

• A basic understanding of their organization’s sales process.

• Familiarity with common sales terminology.

• Access to Salesforce or a suitable Salesforce practice environment.

Course Details

• Class Code: SFT-SR-101

• 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: Salesforce fundamentals for sales representatives, including customer records, leads, opportunities, activities, follow-up, and daily sales workflows.

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 sales 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.