®: Sales Cloud® for Sales Representatives

Course Length:  1 day


Course Description:



Building strong relationships with your customers is the key to sales success. The Salesforce CRM™ customer relationship management system enables you to manage your customer relationships more effectively and efficiently—resulting in greater sales to new and existing customers. This course will give you the knowledge and skills you need to use Salesforce® in the real world—ultimately enabling you to meet and exceed your sales targets.



Course Objectives:

In this course, you will create and manage records in the trial version of the Salesforce® Sales Cloud® Lightning Enterprise Edition.


You will:


Create a basic Salesforce Sales Cloud environment and navigate the interface.

Optimize lead qualification.

Manage accounts and contacts.

Manage the opportunity pipeline.

Use Salesforce email.

Work with reports and dashboards.


Target Student:

This course is designed for sales representatives who are managing their sales territories, with the goal of converting sales leads into sales opportunities and sales opportunities into closed sales. You may be selling products or services, or you may or may not be familiar with other CRM systems and maybe new to Salesforce CRM.




To ensure your success in this course, you should have a basic understanding of sales processes and techniques. You should also have basic end-user skills with computers and the Internet, and some experience with using cloud-based applications. You can obtain this level of skills and knowledge by taking the following Logical Operations courses:


Using Microsoft® Windows® 10 or Microsoft® Windows® 10: Transition from Windows® 7

Microsoft® Office 365™: Web Apps (with Skype® for Business)


Course-specific Technical Requirements



For this course, you will need one computer for each student and one for the instructor. Salesforce CRM is an online application that can run on almost any computer. Each computer will need the following minimum hardware configurations:


Internet access (contact your local network administrator)

1,024 x 768 resolution screens are recommended this screen resolution is required to support all Salesforce features. Lower screen resolutions don’t always properly display features such as the Report Builder and the Page Layout Editor.

Projection system to display the instructor's computer screen



An operating system that can run any of the following web browsers, such as Microsoft® Windows® 10 or Mac OS® X.

Supported browsers for Salesforce depend on what UI is being used. To be able to present concepts for and use Lightning Experience (LE) during class, you will need to provide one of the following browsers, and you should note the specified restrictions or configuration recommendations:

Microsoft® Edge™


There are some restrictions associated with using Microsoft Edge on Windows 10; see the Supported Browsers for Lightning Experience section of the Spring '17 Release Notes.


Microsoft® Internet Explorer® 11


Support for Internet Explorer 11 and LE is retiring; see the Supported Browsers for Lightning Experience section of the Spring '17 Release Notes. For more information, see the Retirement of Support for Accessing Lightning Experience and the Salesforce1 Mobile Browser App Using Microsoft Internet Explorer version 11 Knowledge article in the Salesforce Help documentation.


Most recent stable version of Mozilla® Firefox® makes every effort to test and support the most recent version of Firefox. For configuration recommendations, see the Firefox Settings section of the Salesforce Help documentation.


Most recent stable version of Google Chrome™


Google Chrome applies updates automatically. makes every effort to test and support the most recent version. There are no additional configuration recommendations for Google Chrome.


This course was developed and tested using Google Chrome.

Latest stable version of Google Chromium™


The latest stable version of Google Chromium is supported. There are no additional configuration recommendations for Google Chromium.


Apple® Safari® 9.x and 10.x on Mac OS® X


There are no additional configuration recommendations for Safari on OS X. However, Safari has not supported for Salesforce CRM Call Center built with CTI Toolkit versions earlier than 4.0 or for Salesforce Wave Analytics.


If you use older versions of any of these browsers, the activities designed for the LE UI might not work as expected.

Microsoft® Office Excel® or another electronic spreadsheet program that can open. xls files. Install this software if you want to display the printable versions of reports in the Working with Reports and Dashboards lesson.

If necessary, a PDF viewer for opening the data files in the Managing Accounts and Contacts lesson.

If necessary, software for viewing the course slides. (Instructor machine only.)


Course Content:



Lesson 1: Getting Started with Salesforce

Topic A: Set Up a Trial Version of Salesforce Sales Cloud Enterprise Edition


Topic B: Navigate the Salesforce LE Interface


Topic C: Navigate in the Salesforce Classic Interface



Lesson 2: Optimizing Lead Qualification

Topic A: View Leads


Topic B: Manage Leads


Topic C: Work Leads


Topic D: Convert Leads



Lesson 3: Managing Accounts and Contacts

Topic A: Manage Accounts


Topic B: Manage Contacts



Lesson 4: Managing the Opportunity Pipeline

Topic A: Manage Opportunities


Topic B: Work Opportunities


Topic C: Close Opportunities



Lesson 5: Using Salesforce Email

Topic A: Use Salesforce Email in Salesforce Classic


Topic B: Use Salesforce Email in Salesforce LE



Lesson 6: Working with Reports and Dashboards

Topic A: View Reports and Dashboards


Topic B: Create and Edit Reports and Dashboards

Convenience and Quality instruction is our goal at John Mason Institute.

Available formats

Live in person instructor at our classroom or remote instruction in the traditional classroom style



Remote one on one  instruction for your convenience with our top quality teachers.

Instruction with a very flexible schedule

Do you need a class date and time not on the schedule or prefer the instruction be done at your location? Then please contact us and we work very hard to meet your needs.



603 879 0991

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