Coaching Sales Reps Using Salesforce for Sales Leaders

Course Overview

The Coaching Sales Reps Using Salesforce for Sales Leaders course is a practical, hands-on workshop designed to help sales managers and leaders use Salesforce to prepare for and conduct more effective coaching conversations.

This live, instructor-led course focuses on using opportunity records, account information, sales activities, pipeline data, and performance reports to understand how sales representatives are performing and identify opportunities for targeted coaching.

Participants will work through realistic sales scenarios and practice using Salesforce information to ask better questions, uncover obstacles, reinforce effective sales behaviors, and establish clear follow-up actions.

What You’ll Learn

Throughout the course, you’ll learn how to:

• Use Salesforce to prepare for effective coaching conversations.

• Review opportunity records to understand deal progression and potential obstacles.

• Evaluate opportunity quality, next steps, close dates, and sales activity.

• Use Salesforce reports and dashboards to identify performance trends.

• Distinguish between activity levels and meaningful sales progress.

• Identify coaching opportunities through pipeline and opportunity data.

• Use Salesforce information to ask more effective coaching questions.

• Explore how account and contact information can support coaching discussions.

• Document coaching-related follow-up activities and action items.

• Establish practical habits for using Salesforce as a coaching tool.

• Connect Salesforce data to ongoing sales-management and performance discussions.

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 reviewing opportunities, activities, and sales-performance information.

• Coaching scenarios designed to help participants apply Salesforce data in real conversations.

• Practical techniques for turning Salesforce information into meaningful coaching actions.

Who Should Attend?

This course is suitable for:

• Sales managers and sales directors.

• VPs of Sales and other sales leaders.

• Frontline sales managers and team leaders.

• Sales professionals who have recently moved into management.

• Revenue Operations and Sales Operations professionals who support sales coaching.

• Salesforce users who want to use CRM data more effectively in performance discussions.

Prerequisites

Participants should have:

• Basic familiarity with Salesforce navigation.

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

• Familiarity with their organization’s sales process.

• Access to Salesforce or a suitable Salesforce practice environment.

Previous experience using Salesforce reports or managing sales opportunities is helpful but not required.

Course Details

• Class Code: SFT-SL-104

• 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: Sales coaching, opportunity review, sales activities, and performance management.

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, 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 coaching 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.