Skill Shot: Coach an Opportunity Using Salesforce

Format: Free, live, instructor-led session

Audience: Primarily for sales managers and sales leaders

Duration: 45 minutes

Session Overview

Learn how to use Salesforce to prepare for and conduct more effective opportunity-coaching conversations. This practical session will show sales managers how to review opportunity information, identify potential risks, and ask meaningful coaching questions that help sales representatives move deals forward.

What You’ll Learn

• Review an opportunity before a coaching conversation.

• Identify gaps and potential risks in an opportunity.

• Evaluate opportunity stage, value, close date, and next steps.

• Use Salesforce information to guide coaching questions.

• Challenge assumptions and test the strength of an opportunity.

• Agree on clear actions and follow-up activities.

• Use Salesforce to document coaching outcomes.

Hands-On Practice

Participants will review a sample opportunity, identify areas requiring attention, and conduct a short coaching conversation using Salesforce information to guide their questions and recommendations.

Practice Environment

Participants may use either:

• Their own Salesforce environment, or

• A dedicated Salesforce practice environment, provided at no additional cost.

Important: If you choose to use your own Salesforce environment, your configuration, available features, page layouts, fields, and overall experience may differ from those demonstrated by the instructor. We cannot guarantee that every exercise will work identically in your organization’s environment.

Related Course

Coaching Sales Reps Using Salesforce for Sales Leaders

Class Code: SFT-SL-104