Salesforce Pipeline Management & Forecasting for Sales Leaders

Course Overview

The Salesforce Pipeline Management & Forecasting course is a three-hour, hands-on workshop designed to help sales leaders use Salesforce to manage pipeline health, evaluate opportunity quality, and develop more reliable sales forecasts.

This live, instructor-led course focuses on the practical skills sales managers and leaders need to inspect opportunities, identify risks, assess deal progression, and use Salesforce data to support effective pipeline reviews and forecasting discussions.

Participants will work through realistic sales scenarios and use Salesforce to analyze pipeline information, evaluate forecast confidence, and identify the actions required to improve sales performance and forecast accuracy.

What You’ll Learn

Throughout the course, you’ll learn how to:

• Navigate and analyze the Salesforce opportunity pipeline.

• Evaluate pipeline value, opportunity stages, close dates, and deal progression.

• Assess opportunity quality and identify potential risks.

• Identify stalled opportunities and deals that require management attention.

• Evaluate whether opportunities have meaningful next steps and realistic close dates.

• Use Salesforce data to prepare for effective pipeline review meetings.

• Understand forecast categories and how they relate to sales forecasting.

• Review forecast information and assess the confidence of projected results.

• Compare pipeline coverage against sales targets and quotas, where available.

• Identify gaps between opportunity data and the forecast submitted by sales representatives.

• Use Salesforce reports, dashboards, and forecasting tools to support sales management.

• Establish practical habits for maintaining a healthier pipeline and more reliable forecast.

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.

• Opportunities to analyze pipeline data and evaluate sales opportunities.

• Practical techniques for conducting pipeline reviews and forecasting discussions.

• Guidance on using Salesforce information to identify risks and prioritize management actions.

Who Should Attend?

This course is suitable for:

• Sales managers and sales directors.

• VPs of Sales and other sales leaders.

• Revenue Operations and Sales Operations professionals.

• Business leaders responsible for pipeline management and forecasting.

• Salesforce users involved in opportunity reviews or sales forecasting.

• Sales leaders who want to make better use of Salesforce to improve pipeline visibility and forecast confidence.

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 and forecasting practices.

• Access to Salesforce or a suitable Salesforce practice environment.

Previous experience managing Salesforce opportunities or using Salesforce forecasting tools is helpful but not required.

Course Details

• Class Code: SFT-SL-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: Pipeline management, opportunity review, and sales forecasting.

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, forecast settings, 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 forecasting 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.