Skill Shot: Identify Rep Activity Gaps in 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 identify gaps in sales-representative activity and follow-up. This practical session will show managers how to review activity information, spot overdue tasks and missing updates, and use Salesforce data to support productive accountability conversations.

What You’ll Learn

• Review sales-representative activities in Salesforce.

• Identify overdue or incomplete follow-up tasks.

• Spot gaps in logged calls, meetings, and customer interactions.

• Recognize opportunities with limited or outdated activity.

• Use Salesforce reports and list views to review activity information.

• Distinguish between a genuine activity gap and incomplete data.

• Prepare focused questions for accountability conversations.

• Agree on clear follow-up actions with sales representatives.

Hands-On Practice

Participants will review a sample sales team’s activity information in Salesforce, identify potential gaps, and prepare for a constructive accountability conversation with a sales representative.

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

Using Salesforce to Drive Sales Accountability for Sales Leaders

Class Code: SFT-SL-110