Account Management with Salesforce for Sales Leaders

Course Overview

Managing existing customer relationships requires more than keeping account records up to date. Sales leaders need visibility into account health, customer engagement, growth opportunities, and potential risks.

Account Management with Salesforce for Sales Leaders is a three-hour, live, hands-on workshop designed to help sales leaders use Salesforce to manage and grow existing customer accounts more effectively.

Participants will learn how to use Salesforce to organize account information, understand customer relationships, identify expansion opportunities, and establish consistent account-management practices across their teams.

The course focuses on applying Salesforce to real-world account-management activities—not simply storing customer information.

What You’ll Learn

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

• Use Salesforce to establish a complete view of an existing customer account.

• Review account records and understand the information that matters most to sales leaders.

• Identify key contacts, decision-makers, and other stakeholders within an account.

• Map customer relationships and recognize gaps in account coverage.

• Track customer interactions, meetings, calls, and follow-up activities.

• Use Salesforce to identify cross-selling and upselling opportunities.

• Manage account-related opportunities and monitor their progress.

• Review account activity to identify disengaged or at-risk customers.

• Use Salesforce reports and dashboards to monitor account-management activity.

• Encourage consistent account-planning practices across your sales team.

• Establish useful next steps and follow-up activities for strategic accounts.

• Use Salesforce to support account reviews and customer-growth discussions.

What’s Included

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

• Practical demonstrations using realistic account-management scenarios.

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

• Guided practice working with accounts, contacts, activities, and opportunities.

• Exercises focused on customer retention, account growth, and relationship management.

• Practical techniques for using Salesforce to support consistent account-management practices.

Who Should Attend?

This course is designed for:

• Sales leaders and sales managers.

• Account managers.

• Key account managers.

• Relationship managers.

• Customer-facing sales professionals responsible for existing accounts.

• Sales directors overseeing account-growth strategies.

• Revenue leaders who want greater visibility into customer relationships and expansion opportunities.

Prerequisites

Participants should have:

• Basic familiarity with Salesforce navigation.

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

• Familiarity with their organization’s account-management or customer-engagement process.

• Access to Salesforce or a suitable Salesforce practice environment.

Previous experience managing customer accounts in Salesforce is helpful but not required.

Course Details

• Class Code: SFT-SL-109

• 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: Account management, customer relationships, account planning, customer engagement, and growth opportunities using Salesforce.

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, account structures, 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 account-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.