Salesforce for New Sales Managers

Course Overview

Stepping into sales management requires a different approach to Salesforce. As an individual contributor, you may have used Salesforce primarily to manage your own opportunities, activities, and accounts. As a manager, you need to use it to understand team performance, inspect pipeline, prepare for coaching conversations, and support consistent sales execution.

Salesforce for New Sales Managers is a three-hour, live, hands-on workshop designed to help newly appointed sales managers develop the practical Salesforce skills they need to lead their teams effectively.

Through realistic sales-management scenarios and guided exercises, participants will learn how to use Salesforce as a day-to-day management tool—not simply as a system for tracking sales activity.

What You’ll Learn

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

• Navigate Salesforce from a sales manager’s perspective.

• Identify the information sales managers should review regularly.

• Review team pipelines and monitor opportunity progression.

• Use the Opportunity Kanban board to visualize pipeline activity.

• Inspect opportunity records and identify deals that require attention.

• Review sales activities and upcoming tasks for individual team members.

• Use Salesforce reports and dashboards to monitor team performance.

• Prepare for one-on-one meetings and pipeline reviews using Salesforce data.

• Identify potential performance concerns and areas requiring follow-up.

• Use Salesforce to support coaching conversations and establish next steps.

• Reinforce consistent data-management practices across your team.

• Develop practical habits for using Salesforce to manage sales execution.

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 dedicated Salesforce practice environment.

• Guided practice reviewing opportunities, activities, reports, and dashboards.

• Exercises designed specifically around the responsibilities of new sales managers.

• Practical techniques for using Salesforce to support team management and sales execution.

Who Should Attend?

This course is designed for:

• Newly appointed sales managers.

• Sales professionals transitioning into their first management role.

• Frontline sales managers and team leaders.

• Sales supervisors responsible for managing Salesforce users.

• Managers who have inherited an existing Salesforce-enabled sales team.

• Sales leaders who want to establish effective Salesforce habits early in their management careers.

Prerequisites

Participants should have:

• Basic familiarity with Salesforce navigation.

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

• Familiarity with their organization’s sales process.

• Access to Salesforce or a suitable Salesforce practice environment.

Previous experience managing opportunities or creating reports is helpful but not required.

Course Details

• Class Code: SFT-SL-108

• 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 new sales managers, including pipeline management, opportunity review, activities, reporting, and team 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, 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 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.