Salesforce User Training - Account & Lead Management

1. User training account lead Intro: Hello, my name is the ushered in, Welcome to my class, Salesforce user training for understanding accounts and leads. I'm a certified Salesforce professional with eight years of experience in Salesforce ecosystem. Now in this class, we will learn about how to create and manage your leads and accounts data and records in Salesforce. If you're new to sales force, then this class will be perfect for you. There are no prerequisites to take the class and the lectures are specifically made for complete beginners in Salesforce. Join me in this journey to learn Salesforce and become a super user. 2. Sign up: The first step is that we set you up with your own sales force or where you can practice and learn sales force, simply go to your web browser and search for the URL developer.salesforce.com. And at the top you'll be able to see a sign up button here. You can simply click on it and a new form appears. Now fill up this form. So add your name, first name, and last name, your email address, which you want to be associated with your user that will be created for your Salesforce org. Then you can add your role, your company. Now add a username that will be associated for logging to your sales force. Usually a good idea to add your username as the sign-in email address and append that e-mail address with a word that will generally help you remember about this, or for example, dot dev or dot support or anything else that will help you remember the username associated with your Salesforce or in our case, I'm going to add the word freelance in the end. The Salesforce has sent an email to us for the confirmation of this org, you can simply click on this verify account link that is appearing in your e-mail. And once you click, you'll be asked to change to set a password for your salesforce, or you can simply set a new password and click on Change password. Now you have successfully logged into your new Salesforce org and by default you'll be able to see this setup page. And from here you will be able to control and add many features in your sales force. In the top left-hand side, you'll be able to see this grid-like structure if you'll click on it. So this is the app launcher here, you'll be able to see all the apps that are associated with your org. And this comes out of the box from Salesforce when you first sign up for any org, such as sales services, marketing, all these apps are available. If you'll click on the sales app, you'll be able to see the homepage of your app. Now, you can simply click on various steps to access various objects, data, and records if you want. This is the user interface of the salesforce lightning, where at the top you'll be able to see the tabs that are associated for each objects. And if you want to go back to your setup, simply click on the gear icon at the right-hand top side of your Salesforce org and click on the Setup button. Here you'll be able to go to the setup page again. From here you can search for anything in the Quick find that is appearing on the left-hand side. And you can simply go through and navigate your Salesforce org to better understand if this is the first time that you are working on lightning experience. 3. Accounts: Now we will learn about the Salesforce's, some of the standard objects which we'll be using heavily in your Salesforce. The first is the account object. Now, an account object simply represents an account which is an organization or a person which is involved with your business. Simply put these your customer records. These are some of the details that you can store in an account record. For example, an account will have an account name and account owner or the sales rep who is responsible or handling that account. The industry which this account belongs to, the website of this account, the phone number of this account, and the country of this account. These are some of the details that you might consider storing in an account record. Now let's go ahead and Salesforce and see how to create and manage accounts. Once you've logged into Salesforce, simply click on the accounts tab. Once you click, you'll be able to see recently viewed list. Here. On the right-hand side, a button which is called nu. By simply clicking on it, you will be able to create new account record. As you can see, when I click on this New button, this account form opens up. Now these are all the fields that are currently on my account object, which I want to store in my account record. And here you can see that the account donor is by default set to me because I'm creating this record. So Salesforce automatically assigns the record created as the account tuner after creation of this account, and you can easily change it if you want. Let's start by naming our account. Here. I'm going to add a name which is called How to Salesforce. There's another field which is called a parent account. Now this field you can see is a little different. Then the account name where we simply inputted a simple text string. Now in parent account, you can specify any already existing account as this current records parent account. If you're creating an account and you know that there is a parent account already existing in Salesforce, then you can simply tag this account with the parent account to simply create an account hierarchy. In Salesforce, this option allows me to select an already existing account record to this current record specifying its parent account. Then we have some more number of fields such as account number, account site. As per your business processes and your needs, your admin can create new fields or can exclude some of these unnecessary fields if you want. Now this type is a drop-down list or a pick list field. Salesforce, we refer dropdown fields as pick list fields. Here, using the pick list field really helps to manage your data more efficiently as it will help you in reports and analytics specifically, because it restricts users from entering any random value. You already have a predefined set of lists which the users can only select from. Then we have annual revenue, which is a currency field. It's simply specifies the annual revenue in this account. Then we have the rating, which is again a pick list, which you can use to specify this current status of this account. Then we have the phone number of this account facts website. You can simply fill up these values. If you have all these details, then we have ownership. If this account is public account, a private account, then employees is a number field where you can simply select the number of employees that are working in this account. Then we have the address information. Here. You can set the billing address of this account and also the shipping address. Then we have some more additional fields. Also note that if your organization is already using Salesforce lens, high possibility that you might not be using all of these fields since you can customize sales force as per your business needs, it might be possible that you are able to see different fields or different kinds of fields with different names and different types in your Salesforce, which is relevant to your organization or your business. Then once you've entered all the details, simply click on the Save button to save this record. Here you can see that this newly saved account, how to Salesforce has been created. And all the details can be seen here, which we have entered previously. Now if you want, you can easily update or change any of these field values. The bottom, you can see that the created by N last modified by his already set by Salesforce. These are automatically set by Salesforce whenever you create or update a record. Then we have some buttons here. You can simply navigate and see what these buttons are. And the names of these buttons are very standard and you can see easily able to grasp what these buttons denote and what do they do. For example, if I wanted to change the owner of this account, I can simply click on the Change owner or this option appearing right, decided the account owner to simply search for a user. I wanted to assign this account and then click on the Change Owner button. I have some more options. These checkbox options in this dialogue box, which are related to the opportunities which we'll cover shortly. And these options will make much more sense once you are clear with the opportunities here on this account, let me just assign a parent account here. So I'm just going to search for Burlington textiles. And I've said this as a parent account for how to Salesforce. Right beside my account name, I can see this button which is called account hierarchy. Now if I click on it, I'm able to see this accounts hierarchy, as you can see at the top. And burn LinkedIn textiles has been assigned as the parent account. And right below it you can see how to Salesforce is a child account for this. So you can keep on building and creating a whole hierarchy of accounts if you want. As in many businesses days, a major account which adds as a headquarters, and then you have sub branches all over the world for that account. Using account hierarchy, you can assign all these branches of accounts to one parent account to create a whole level of account hierarchy in Salesforce. 4. Leads: There's one another object in Salesforce, which is of utmost importance and is used very heavily by sales and marketing professionals in most of the organizations. Now, this object is the lead object. What our leads, leads are your prospects who have expressed interest in your product or service, but you haven't yet qualified to buy. That means you don't think that this is currently an opportunity in a qualification stage. And in salesforce, your goal with leads is to drive conversion. The moment when a prospect becomes qualified to buy, you simply click on the convert button on the lead record to create a contact along with an account and a related opportunity. But first you have to qualify that lead. Now own many organizations. Sales reps can also create their leaves, but the majority of the leads are created by your marketing team or your lead Grecian team, who creates leads in Salesforce and then assign it to a sales rep. So some of the main fields or mean data that you might want to store in a lead is first the lead name or the contact name. Who is your lead here? And then the company name. Then we have the lead source, which is typically the pick list field, which you can define depending upon your business to mention what is the source of this lead. The rating of the lead is to show how high you think this lead has a chance to convert into an opportunity. It's basically a score which tells your sales reps are your marketing team to have an idea about how many leads have the higher chances to convert and become an opportunity. Then we have the email, the phone, the website, and the lead status. Let's see how to create and manage leads and sales force. Now I have this lead record opened up in front of me by the name of Miss Cathy Snyder. And the company that she's working for is DNR corporation. And you can see some of the field value, some of the details regarding this lead, for example, the lead owner name, company title, lead source. So all of this information you can store in your lead object. When I edit this lead form, you can see that the name has first a salutation similar to the one which we have seen while creating a contact record. You can select the salutation here. You can add the firstName and lastName of the lead. Then we have the company title. Lead source is the source of this lead where you have gotten to know about this lead, then we have the industry. Now if you remember, industry was also present on the account object as well. You can simply add the industry for DNR corporation. Then we have the annual revenue phone mobile e-mail of this lead. The lead the status as well. Now the standard lead status, our new working closed, converted and closed, not converted. Whenever you create a new lead, typically the lead status is a new. When your sales rep starts to work on this lead and starts to make contact with this lead, it becomes working. Then we have closed converted. That means we have qualified this lead and this lead is now converted to become an account contact and opportunity. Then we have closed are not converted. That means this lead has become unqualified and it will remain in the Salesforce as an unqualified lead. Then we have the rating which is hot, warm or cold. Usually a hot lead means that it has a higher chance of becoming an opportunity. Then we have some address fields and some of the fields that you can add depending upon your business requirements. You can again change the lead status from this path. So if I just click on Mark status as complete, you can see that the lead status keeps on changing. Some of the related objects of this lead, the campaign. Campaigns used in Salesforce to get tagged to a lead. So if you're marketing team is running a constant campaign, then they can create a campaign in Salesforce. And when creating a lead, you can tag that lead to a campaign to then after check how much revenue each campaign has generated for your business. It's a very handy and it's a very important tool for the marketing and the sales team to check which campaigns are succeeding in which region, for which type of accounts and etc. Now we have this convert button on the lead object. Now this is a very important button. When you click it, you have the option to convert and qualify the lead. And as I previously told you, when you convert a lead, the lead vanishes from the system for the end-users. As it gets converted into an account record, a contact record, and an opportunity record. Now this dialogue box has two sections. The first section is all about creating new. The second column is four. Choose Existing, not they might be two scenarios when you convert a lead. If this is a completely new client, then you can simply choose the create new options and create a new account contact and opportunity. However, if this contact or an account is not new account altogether in Salesforce, then you can choose to simply update the existing records in Salesforce for accountant contact. Now as I scroll down, you can see that we have a checkbox here. Don't create an opportunity upon conversion. Now once I click on this checkbox and convert this lead, then Salesforce will only create a count in contact and will not create a related opportunity. However, if you want to create an opportunity, then you can leave this checkbox as blank. Now to show you the choose existing functionality, I'm going to just rename the company name to how to Salesforce, just to show you how this choose existing functionality works. I have simply changed the company name to how to Salesforce. And now let's click on Convert. How to salesforce is an already existing account in our Salesforce, which we've already done and we have worked on. When I click on this tools existing button, Salesforce automatically shows me that there is already an existing account by this name. Here, you can simply choose the existing option here and whatever the account details with that you have saved in this lead, for example, annual revenue industry, all this gets updated to the existing account record. Similarly, if a contact by the name of Cathy's Snyder is existing in the Salesforce. Then again, it will show up in the choose Existing option. I'm just going to revert this company back to TNI So that we can convert this lead. Now if I just click on this convert button, you can see that it says your lead has been converted and account contact and opportunity are not created in our system. So let's go ahead and check what records are now created. This is the DNR corporation and all the details such as the rating phone, industry billing address. All this has been captured directly from the lead itself. If I just click on the related tab, you can see that a new contact, Kathy Snyder, is now created in Salesforce for this account. All the details for Kathy that we have ended in the lead is now copied in the contact. Also, a new opportunity has been created for this account. So you see how by clicking just a simple button on the lead record, three new records are created in Salesforce account contact an opportunity. Using leads can really save time as just buy a click of a button, you can create three records and Salesforce, also, the best part is when you convert a lead that opportunity and gets auto tagged in the backend by the Salesforce to give you an idea, how many opportunities are the converted opportunities when they're in the report analytics, you can get an idea about how much business you are getting just from the leads. As I've said earlier, when you convert a lead, that lead vanishes from the system and you won't be able to find it. Since that lead is now converted. If the lead is not qualified, then you can simply choose the option as closed, not converted, and this will remain in your sales force for the reporting purposes.