Book Image

Salesforce for Beginners - Second Edition

By : Sharif Shaalan, Timothy Royer
Book Image

Salesforce for Beginners - Second Edition

By: Sharif Shaalan, Timothy Royer

Overview of this book

The second edition of Salesforce for Beginners provides you with a holistic introduction to the Salesforce platform. Whether you need help with the lead generation process, Salesforce user management and data security, or automating tasks with Salesforce Flow, this book is for you. Throughout this new edition you will find real-world business use cases to demonstrate concepts, screenshots of the latest UI displayed for screen navigation, and exercises at the end of every chapter to test your newfound knowledge. Working with the world’s leading CRM software, you will learn how to create activities, manage leads, develop your prospects and sales pipeline using opportunities and accounts, and understand how you can enhance marketing activities using campaigns. You will be able to take your administration skills to the next level as you approach real-world user management topics such as ownership skew. You will learn about data security on the Salesforce platform, with an introduction to the role hierarchy, system and user permissions, and much more. In this new edition you'll get to explore the popular automation tool Salesforce Flow. You’ll learn about the different flow types to employ, how to construct your first flow, and how to extensively test your flow. This will allow you to come away from reading this book with a real, functional flow for your business processes.
Table of Contents (24 chapters)
21
Assessment
22
Other Books You May Enjoy
23
Index

Determining forecasts

Forecasting allows sales managers to predict how much income is projected for a specific time period. Each opportunity stage has a probability that ties into the forecast categories. Salesforce defines the forecast categories as follows:

  • Best Case includes the amount you are likely to close, closed-won opportunities, and opportunities in the Commit category.
  • Closed includes the total for closed-won opportunities.
  • Commit includes the amount you are fairly sure you will close.
  • Omitted means the opportunity does not contribute to your forecast.
  • Pipeline includes all open opportunities.

The following screenshot shows you how the forecast looks for the GenePoint deal, which is in the Prospecting stage. To get to this page, I navigated to the Forecasts tab:

Figure 5.22: Finding forecast details from the Forecasts tab

The deal shows up in the Pipeline category since it is not yet closed and is in a lower Prospecting stage. The Prospecting stage is the default stage...