This video provides an overview of accounts, contacts, and opportunities to set the baseline for this course.
- [Instructor] Before we begin, let's revisit some of the key objects in the Salesforce hierarchy and look at how Salesforce defines leads, accounts, and contacts. The Salesforce account structure must support the company vision, or the success of your key ROI metrics or revenue will be impacted so your vision must have a metric to drive to. So the reports in Dashboards and Salesforce can provide a roadmap to let you know that you're on course and that's starting with the lead object. This drives into the account, the contact, and later we'll discuss the opportunity. First, let's discuss the lead.
Sales leads are people who you could potentially do business with but have not been qualified yet. Potential customers are unsure if they're going to buy from you and don't have a relationship with you or the company yet. So, overall leads are the most different object in Salesforce to understand both in concept and in management. This course will cover many best practices around lead management. Let's go to account. An account is a company or business entity which has a physical address. So, what that means is that people work or reside there. The location can receive postal mail. And size does not matter.
It could be a house or a large corporation. Contact, now a contact is a person at a company or account you have a business relationship with or actively selling or have sold to. Now these could business acquaintances, partners, or vendors. But it is a best practice that a contact be associated to an account. You should not have any orphan contacts in your Salesforce org. Now I put opportunity down here for a reason because it is not covered in this video. But that does not mean that we will not be referencing the opportunity as it is in the byproduct of a lead.
The opportunity is a child of the account and cannot exist without an account. So, we will be touching on it here and there but it will not be the focus of this course.
- Tracking leads, accounts, and contacts
- Defining a lead
- Preparing a Lead score threshold
- Lead channels
- Lead assignment rules
- Lead qualification status
- Lead record types
- Lead conversion mapping
- Lead source overview
- Validation rules
- Establishing a feedback loop
- Using AppExchange
- Merging duplicate records