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This Salesforce video training course with Jim Anthony covers how to set up and use Salesforce.com automation, use contact management web tools, and more....
This Salesforce video training course with Jim Anthony covers how to set up and use Salesforce.com automation, use contact management web tools, and more.

Related area of expertise:
  • Technical sales

Recommended skills:
  • Some sales experience
  • Basic computer/web use knowledge

Recommended equipment:
  • Microsoft Windows
  • Web access

Related certifications:
  • Not applicable

Related job functions:
  • Sales representatives
  • Account managers
  • Sales managers
  • Sales executives


  • Let's face it: Salespeople have some amazing tools available to them today, but don't always have time to learn how to use those tools. If you or your team is using Salesforce.com, this is the training course for you. You'll learn everything you need to know (and a little more) about how to maximize your productivity and effectiveness as a salesperson or sales manager using Salesforce!
1. Salesforce Layout & Overview (20 min)
2. Navigating Salesforce (23 min)
3. Setting Up Salesforce (28 min)
4. Using the Salesforce Sidebar (20 min)
5. Searching in Salesforce (28 min)
6. Working With Records (28 min)
7. Salesforce Objects - What are They? How do They Relate? (27 min)
8. Working With Leads (24 min)
9. Working With Standard Reports (23 min)
10. Building a Custom Report (17 min)
11. Understanding Salesforce Forecasts (25 min)
12. Inputting/Updating Salesforce Forecasts (28 min)
13. Working With Contacts (18 min)
14. Permissions & Access (30 min)
15. Modifying the User Interface (22 min)
16. Working With Page Layouts (19 min)
17. Working With Accounts (18 min)
18. Maximize Productivity With Salesforce (30 min)
19. Working With Dashboards (31 min)
20. Working With Opportunities (19 min)

Salesforce Layout & Overview

00:00:00

CBT Nugget on Salesforce Sales Cloud, the Enterprise edition, Spring '13. We're going to cover the general layout and give you an overview of what this technology can do for you. We're going to show you how it all works right here, right now. And here's what we're going to cover today in this particular video.

00:00:18

The first thing we're going to tackle is, what is Salesforce? And we'll talk about just the nature of being an online or a web based or cloud based technology that does not use software. And then we'll talk a little bit about the business purpose of it, what customer relationship management is and sales force automation and contact management.

00:00:37

And then we'll go right into the app itself and review the homepage, the basic overview and layout there. And then we'll go into a little bit of the details in terms of how to get to the personal setup and settings in the app settings. And I'll just show you a few fundamental things like changing passwords and changing the layout of the display.

00:00:59

You can customize what tabs you view and what order those tabs are in. How to use quick find/search. And that is specifically designed for all of the different tabs and display settings. And there are just so many different settings in the application, you're going to want to use quick find and search to find all the different adjustments that you can make to the overall application.

00:01:23

We'll look at the different homepage components that are available and a few of the different page layouts, the whole goal being just to get familiar with Salesforce. And then in the rest of the video series, we'll go deeper into each subject. So what is Salesforce? And what do they mean when they use terms like "it's online," "it's web based," "it's in the cloud," "we're not using software?" Well, if you think about the cloud like this, this is the internet, the World Wide Web.

00:01:54

And all the people and the applications and computers that are out here in the networked world reside in the cloud. And then there's you. And you want to get some work done. So, to get work done, you have a computer of some sort. And maybe it's a laptop, maybe it's a tablet, maybe it's a phone.

00:02:17

And normally, what people have done up until recent years is they buy some software, and they load it on the computer. And then, they use that computer and that software to get their work done. And then they send information from that computer into the cloud via email or whatever it may be or the internet or the web.

00:02:36

And then they get information back. But nowadays, using technology like Salesforce and all the social capabilities, instead of taking an application and loading it on your computer, you just connect the computer and you go right into the web. And you get apps and you get storage and you get all kinds of computing resources in the web.

00:03:00

And then you take that information and you get your work done. So, you're using the same tool, but you're using the web getting the work done instead of using a piece of software to get the work done. So, we don't use the software. We connect into the cloud.

00:03:13

And the beautiful thing about this is all of your friends and your co-workers and your customers and your partners and everybody else is already connected to the cloud, so you can very quickly connect and collaborate with those people while you're getting your work done.

00:03:28

So, that's what we're talking about with Salesforce being web based and cloud based and no software based. We're not loading apps and using apps no more. We're just going to the cloud. We're connecting with people. We're connecting with applications. We're connecting with storage and disk drives and all kinds of computing power.

00:03:45

And we're using all of it to get our work done. So, that summarizes Salesforce technologically, fundamentally, at a very general level. But the question is, what is Salesforce from a business perspective? What does it actually do for a business? And so for that, we need to look at CRM.

00:04:05

And CRM stands for Customer Relationship Management. And this is a technology that allows businesses to interact with their customers, both present and future customers, and manage those relationships and capture all the information. Well, Salesforce Automation is kind of a subset of CRM.

00:04:27

And that's where the Salesforce technology falls into. It's a sales force automation type of technology that falls within CRM. And the core capability of Salesforce is the contact management capability. But what's important to understand is it's so much more than just managing names, addresses, and phone numbers, and the last time you called them and what you talked about and where you are in the sales process.

00:04:53

The real power behind Salesforce is all of the data and all the analytics you can then pull from this system to make business decisions. So, business leaders can make decisions on where they're going to invest their money and costs. And marketing to make decisions about campaigns that are effective and that aren't effective.

00:05:11

Sales people can communicate where they are in the sales process and what resources they need and collaborate with those resources. So, there's a whole bunch of business value built in to this technology. So, let's go ahead and take a look at salesforce.com.

00:05:28

And keep in mind here that you're looking at a web page here. This is not a piece of software on my computer. But this is the Salesforce website. And so this is the home page for my particular instances. This is a training setup instance. And I'm just going to give you a tour of this page and show you the "what."

00:05:48

This whole video today is really about the "what." What is Salesforce? What can it do? What kind of information can you put in here? And what can you get out of it? And then the rest of the video series is going to be the "hows" and the "wheres" and the "whys" of how it all works.

00:06:05

So, today is a bit of a tour so you understand all the different things you can access here within Salesforce. And what's going with this dropdown here? And how do you do all the setup stuff? And what about this little sidebar over here? What information is there? You need to know your way around, and that's what we're going to do here.

00:06:22

So, I think a great place to start is right up here. There's a very important dropdown right there that we need to be aware of. And we're going to take a look at that and see what it does. When you come down here, there's profile and setup and all these things.

00:06:35

But the thing I want to look at today is setup. When we click there, it opens up a lot of options over here on the side. I want to scroll down a little bit so you can see these. But there are three main sections or areas within this sidebar that are important-- the Personal Setup area, the App Setup area, and Administration.

00:06:58

So, I really want to look at the personal setup area-- come up here-- because one of the first things you want to do is just come over here and make sure your personal information is set up and accurate. It gives you a name, email address, and your username, and all that good information, and what your role is, et cetera.

00:07:19

You're able to change your password from this location if you want to do that, where you click here. And this is a complete Change My Password setup. So, you can come in here, type in the old password, and change the new there. I think one of the more important links that you have here early, when you start using Salesforce, is this Change My Display.

00:07:43

This is really important because you can customize the tabs. And when they say "customize the tabs," what they mean are these tabs up here. You can decide what tabs you want to have access to, what you want to be able to see. So, when you click on Customize My Tabs, then over here, you're going to see what you've already selected.

00:08:05

So, these right here are the exact same as these tabs along here. So, you can either come in here and remove these-- let's say you didn't want Leads anymore. You would select it and come over here and click Remove. And then, when you scroll down a little bit, you'll see right here that you have a Save button.

00:08:25

So, when you click that Save button, you'll now be able to come up and look and see that Leads no longer shows up here. Oops. I just clicked that tab by accident. Let's go backward. Let's just come over here to, well-- well, let's come over here to Home. Let's click back on this dropdown again, just so you can see it again.

00:08:43

We'll click on Setup, and then that gives you all these options over here. Click on My Personal Information, and then we'll come down here to Change My Display. Let me go over here to Customize Tabs. So, let's look at these tab options. We've got Home, Contacts, Accounts, Opportunities, Reports, and Dashboards.

00:09:04

So, if you wanted to add Cases, for example, you would select it. Come over here and click Add. And now, you see Cases on the list. And let's say you want Campaigns. We'll go ahead and add that. And let's come down. Let's get Leads back. Select it, click on Add.

00:09:24

Now, when we click on Save here, all of these tabs should be up there along the top. So, we'll click Save. And now you'll see Cases, Campaigns, Leads, et cetera. So, that's what you can do from this Change My Display link over here. So, as a reminder, it's dropdown here, Setup, come over here to My Personal Information, and then Change My Display, and then Customize Tabs.

00:09:55

And then you have your tab selection. And the tabs that you see here are going to be the same tabs as you see up here. Now, the other thing that's interesting is this plus sign right here. If you click on the plus sign, it's going to give you all of the tab options available to you.

00:10:13

And so, you could just click on a tab here, and you could get to that tab. So, if the tab is not up here-- if you didn't select it in your screen view, and it doesn't exist here-- every time you hit the plus sign, you're going to find all the tabs available to you.

00:10:29

And then you'll be able to go to that particular tab that way. And you can see it's still a tab here. So, two options to get there-- down in the sidebar and then up on the tab line there, you have that particular plus sign. So, the last thing I want to show you about tabs is how to arrange them.

00:10:49

And that's done here with these two arrows. So, you can see the order these tabs are laid out in. But if you thought you wanted to move Leads up front here, maybe over underneath the Home tab there-- or, right beside the Home tab, then what you're going to want to do is select Leads and then tap on this up arrow.

00:11:13

Move it to right underneath Home. And I'll scroll down here a bit. Click on Save. And now, you see that Leads was moved from over there all the way over to here. So, you'll use those arrows to get that done. OK. So, there's another thing I want to make sure you're aware of when it comes to this personal setup issue.

00:11:38

So, we come back up here to this dropdown, and we'll go to Setup. Now, what we haven't talked about yet is this whole area here, which is really big because the quick find-- let's just take a look at how many options you have here. If you look down this sidebar here, I'm going to scroll down.

00:12:04

And there are dozens and dozens. Every single one of these line items, every one is a hotlink to another setting or customization you can put into Salesforce. So, it's important to understand that there are just dozens and dozens of ways to customize and set up Salesforce.

00:12:27

So, what I want you to understand about that is if you click here, it's Expand All, and you'll see all of those. If you click here, you'll collapse all of these. And a quicker way to find things is this box. Let's remember the My Personal Information. If we wanted to change the display and customize tabs, we would come here.

00:12:46

But if there are dozens and dozens of line items here, all you need to do is go into the Quick Find box and start typing "display." And three letters, D-I-S, and the only option left is Change My Display. So it's a very powerful browse and search capability.

00:13:04

Click on Change My Display. You can come over here. And now we can customize tabs. So, be aware of the power of this Quick Find box and then expanding and collapsing everything over here in the sidebar. And speaking of sidebars, we now have this sidebar right here.

00:13:21

This is known as the Left Narrow Column of Salesforce. And then over here, this is the Right Wide Column. And you'll see that in the customizations that we can do. But if you click on this little arrow right here, it closes. So, these are collapsible. This left narrow column can be opened and then closed there.

00:13:44

And then, the contents of this column are customizable. These, for example, are customized links created within the Nuggets training environment. This one, Create New, is a standard offering within this sidebar from Salesforce. And we'll scroll on down, and you'll see a couple of others.

00:14:05

Recent Items, that's a pretty standard thing. So, we'll take a look at how to customize this sidebar. And again, you come back over to the dropdown here, go into the setup, and then you're back in your sidebar over here. Now, we're coming down to App Setup.

00:14:21

We're going to click on Customize. And when you click on Customize, you want to go to the home page, this Home tab right here. Now, you're in this home page, home tab customization area. And this is where you can begin to really lay out and set up what's on the home page.

00:14:37

Home Page Components. And then you come over here, and you're going to see that you have some standard components there and some custom components. And in these standard components, you'll see what we just looked at, Create New. And over here, you're going to see that's in the left narrow column.

00:14:54

So, let's go back up. Let's click on the Home page. And we'll see this sidebar here. There's that Create New that we were just looking at there in the customize sheet. And here it is in the left narrow column there. Let's go back into Setup. Come back down to App Setup there, Customize.

00:15:19

We'll click on Home there, and then come back into these home page components. Let's take a little deeper look at that. I'm going to scroll down just a little bit. But in these standard components here, Create New, Recent Items, you could have tags show up over there once you start doing tags.

00:15:40

Now, Calendar, notice that the calendar and the tasks are in the right wide section. So, you'll see it's listed down here. When you go back into the home page and you scroll down, that's where you're going to find your tasks and your calendar, in this section of Salesforce.

00:16:03

So, keep in mind this is a whole video series. And we're going to do-- I know I'm going to do at least one full video on all these setup options for the app and personal setup. So, all these customizations and settings, we're going to go deeper into that.

00:16:21

But for today, I just wanted you to know where these were and what they can do. And the same thing goes for these tabs across the top of the page here. We're going to look at these in much greater detail in future videos. The key thing is just that you know that these tabs are here and this is where you go to access this information.

00:16:45

And then, if the tab is not up here that you're looking for, you can come to this plus sign and find additional tabs listed down here. And so, we'll have a different video on a number of these tabs, one video designated to each tab, but not all of those tabs.

00:17:04

But what's important is that you understand that each tab represents a different page. And then when you go into that page-- let's say the Contacts page-- the first thing you get is an overview on this page. And you get these different panes. So, you'll have a Recent Contacts pane, the most recent contacts that you've accessed, reports that you can run, tools that you can use to manage contacts.

00:17:29

But if you actually want the contacts list, then you come up to this View section here. And what you have to do is select a view that you want to view, or create a new view. And then you would click Go. And then you get the actual list of contacts here. So, you have to go up here to the View, click on that Go, and then you get the actual list.

00:17:57

Any time you go to a brand new page-- let's go to the Accounts page here. And what you have is this overview and same kind of a deal. You have Recent Accounts and Reports and Tools. But if you want to actually view the accounts, you select the view that you want there.

00:18:18

We'll select All Accounts, and then I'll come over here and I'll click Go. And then you'll get your accounts list. So, we're going to build this database as we go through the video series. So, we don't have a lot of accounts and contacts in here yet. But as we go through the videos, we're going to create contacts and create accounts.

00:18:34

And we're going to create opportunities. And so, then you'll get a nice, well, not a super long list, but we'll get a longer list of opportunities that we can then manage. So, same with reports and everything else. So, stay tuned for that. But the point of this video is just to let you know where everything was on the page.

00:18:56

And we'll be doing many videos on a number of these different pages. And so, that's about all we're going to get to for this particular video. We covered what is Salesforce and the online nature of it, the web based cloud, overall architecture of this very valuable tool, looked a little bit at the business value of customer relationship management and Salesforce automation.

00:19:23

Then, we got into the overview of the basic home page layout and looked at some of the settings, like the personal setup settings and app settings and changing passwords and changing your display, customizing tabs, that kind of thing, how to search within all of those settings using quick find.

00:19:40

I talked a little bit about home page components and different page layouts. We're going to go into much more detail in future videos here on lot of these subjects. But today was just to give you some introduction. And hopefully that's what we got accomplished here.

Navigating Salesforce

Setting Up Salesforce

Using the Salesforce Sidebar

Searching in Salesforce

Working With Records

Salesforce Objects - What are They? How do They Relate?

Working With Leads

Working With Standard Reports

Building a Custom Report

Understanding Salesforce Forecasts

Inputting/Updating Salesforce Forecasts

Working With Contacts

Permissions & Access

Modifying the User Interface

Working With Page Layouts

Working With Accounts

Maximize Productivity With Salesforce

Working With Dashboards

Working With Opportunities

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