Salesforce Pipeline Management & Forecasting for Sales Leaders

This three-hour, hands-on workshop gives sales leaders practical experience using Salesforce to inspect opportunities, identify pipeline risks, evaluate deal progression, and assess forecast confidence. Through realistic sales scenarios and guided exercises, participants will learn how to use Salesforce data, reports, dashboards, and forecasting tools to conduct more effective pipeline reviews and make better sales management decisions.

Who it's for

This course is designed for sales managers, sales directors, VPs of Sales, Revenue Operations and Sales Operations professionals, and other business leaders responsible for pipeline management, opportunity reviews, and sales forecasting. It is ideal for sales leaders who want to improve pipeline visibility, strengthen opportunity management, and increase confidence in their forecasts.

What you'll be able to do

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

• Analyze your Salesforce opportunity pipeline and assess overall pipeline health.
• Evaluate opportunity quality, deal progression, close dates, and next steps.
• Identify stalled or at-risk opportunities that require management attention.
• Use Salesforce data to prepare for more effective pipeline review meetings.
• Understand forecast categories and evaluate forecast confidence.
• Identify gaps between opportunity data and submitted sales forecasts.
• Assess pipeline coverage against sales targets and quotas, where available.
• Use Salesforce reports, dashboards, and forecasting tools to support sales management.
• Identify practical actions to improve pipeline quality and forecast accuracy.

Before you start

Participants should have a basic understanding of Salesforce navigation, accounts, contacts, opportunities, and sales stages, along with a general familiarity with their organization’s sales process and forecasting practices. Previous experience managing Salesforce opportunities or using forecasting tools is helpful but not required.

The workshop will be delivered using a dedicated Salesforce practice environment. If you choose to use your own Salesforce environment, your configuration, fields, page layouts, and available features may differ from those demonstrated during the course.