Book Image

Salesforce for Beginners

By : Sharif Shaalan
Book Image

Salesforce for Beginners

By: Sharif Shaalan

Overview of this book

Salesforce is the world's leading Customer Relationship Management (CRM) software, helping businesses connect with their constituents and partners. This book will give you a comprehensive introduction to managing sales, marketing, customer relationships, and overall administration for your organization. You'll learn how to configure and use Salesforce for maximum efficiency and return on investment. You'll start by learning how to create activities, manage leads, and develop your prospects and sales pipeline using opportunities and accounts, and then understand how you can enhance marketing activities using campaigns. Packed with real-world business use cases, this Salesforce book will show you how to analyze your business information accurately to make productive decisions. As you advance, you'll get to grips with building various reports and dashboards in Salesforce to derive valuable business insights. Finally, you'll explore tools such as process builder, approval processes, and assignment rules to achieve business process automation and set out on the path to becoming a successful Salesforce Administrator. By the end of the book, you'll have learned how to use Salesforce effectively to achieve your business goals.
Table of Contents (23 chapters)
Section 1: Salesforce for Sales, Marketing, and Customer Relationship Management
Section 2: Salesforce Administration
Section 3: Automating Business Processes Using Salesforce

Using forecasting

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:

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