How to Manage Opportunities in Salesforce Sales Cloud

How to Manage Opportunities in Salesforce Sales Cloud

Last week, we covered “How to Plan for Your Week and Manage Leads in Salesforce Sales Cloud.”

This week, we’re picking up right where we left off and jumping in to “How to Manage Opportunities in Salesforce Sales Cloud” based off of a NEW webinar from Ledgeview that is now available for streaming on-demand anytime at your convenience.

As a reminder, Salesforce is a SAS solution, which means that you can access them through a Web browser. All major web browsers are supported.

So long as you have a URL, login, and security set up, you can access your solution wherever you have access to the Web.

For the purpose of these step-by-step posts, we will use the lead name “Lisa Smith” and account name “Ledgeview Partners” that has the contacts “Lisa Benson” and “Doug Fissell.”

The best way to absorb the information in these posts is to open your own Salesforce trial environment and this Ledgeview Partners demo and try these steps for yourself. Names (Leads, Contacts, Opportunities, Accounts, etc.) for your own environment may vary.

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Manage Your Opportunities in Salesforce Sales Cloud

For this Opportunity example, we’ve used the account name, “Ledgeview Partners.”

Since there is already an opportunity that exists with Ledgeview Partners, you will click right on the Account.

On Ledgeview’s Account panel, you see a couple of contacts, an opportunity on the account, some tasks that you need to complete, follow-ups, and appointments.

There is a lot going on with this account, but the first thing you need to do is add new contact information you’ve recently gathered. To add a new contact, navigate to your “Related Contacts” tab and click on “New Contact.”

A pop-up will appear in the middle of your screen.

Fill on all of the contact’s information, and then click “Save” when you’re ready.

Next, you want to look at details on the Ledgeview Partners account. See if there’s any additional information you need to fill in. For this example, there is no additional information you need to add.

You know that you will be going to visit Ledgeview Partners in-person, but you will actually be on your mobile device and will not have your desktop available.

So, you go back to “Related” and further investigate the opportunity you have with Ledgeview Partners.

You find out that you are on the Proposal stage, per the path at the top of your screen. This means you need to get an ROI analysis completed. You’ve yet to complete this task, so you add it as a new task that you must get done within the week.

Create your task in the Activity panel by inputting the information in each field, selecting a due date, and clicking “Save” once you’re satisfied.

Now that you’ve added this task, you will re-evaluate the Opportunity details. This is a good size opportunity that you’re almost ready to close on.

Before you go to see Ledgeview Partners in-person, you want to look at your emails to see what’s there and track any important ones related to this Opportunity.


Log Opportunities with Outlook for Salesforce

Open Outlook in a separate web browser. You can open Outlook in a web browser anywhere you have internet access. However, if you are attempting to access Outlook on your mobile device, you have to use the Outlook app. You cannot use a separate/different mobile email application to access Outlook.

For this example, we see an email for this Opportunity in Outlook on our desktop that we want to track.

To put your email into Salesforce, click on the cloud icon.

Once you click on the icon, Outlook will log you into your Salesforce environment. (See image right.)

This is a very handy tool. If an email is coming in from a new contact, for example, it is easy to add them to your Salesforce Sales Cloud environment through the Outlook integration.

You will see via the image (right) identifies new people you may want to add as Contacts.

For this example, the most important thing we want to log is the email itself.

To log the email simply click on “Log Email” on the Salesforce for Outlook tab.

If you enable the toggle for “Log Emails Faster,” you allow the system to quickly pin it into your email. Otherwise, you can select where you want it to go.

In your dropdown menu, find “Accounts” and click on it. Then, search for the appropriate account. For this example, it’s “Ledgeview Partners.”

Make sure the right “People” record (Contact) is selected, and then click “Save.”

You know the process worked when you see a “Related to Salesforce” icon pop-up in your inbox.

The Salesforce for Outlook tab will also update to show you what accounts and people the email you’ve selected is linked to. You will now have the ability to “Edit Logged Email” if you need to.

Jump back into Salesforce. The last thing you should do before you hit the road and visit your Opportunity in-person is to make sure that you’re keeping all of your Opportunities up to date.

To do so, click on “Opportunities” and switch your view from “Recently Viewed” to “My Opportunities.”


Use the Kanban View to Optimize Selling Time

By default, you will typically see a table view. The preferred view for most salespeople, however, is Kanban style. It provides clear visualization into your Opportunities and drag-and-drop functionality.

To switch to the Kanban view, navigate to the top of your screen. To the right of the “Search this list” bar, you will see a gear icon and to the right of that, a table icon. Click on the table icon. A drop-down menu will appear. Select the Kanban view.

Easily move Opportunities to different sales cycle stages in this view. Edit Opportunities directly in the Kanban view. Pull up this style during your sales meetings to optimize your time and have more productive conversations.

There’s actually one more thing you’ll want to do before you jump in your car and head out to see your contacts, which we will cover in next week’s post!


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