How to create sales process in salesforce


Create a sales process in Salesforce by following these four steps:

  • Define your Opportunity Stages.
  • Create the fields that your sales process needs.
  • Add custom features to control your sales process.
  • Embed hints, tips, and materials that help salespeople with each stage in the sales process.
How to Set up a Sales Process in Salesforce
  1. From Setup, click Customize -> Opportunities -> Sales Processes.
  2. Click New.
  3. Create a Master process if this is your organization’s first process.
  4. Name your sales process something descriptive and unique (ex. …
  5. Add an optional description and click Save.


Table of Contents

How to be successful with Salesforce?

  • Analyze what the needs of the users are, then design, test, and develop software that meets those needs
  • Design Salesforce solutions and create effective project plans. …
  • Suggest new software upgrades for the customers’ existing apps, programs, and systems

More items…

How to qualify a sales lead in Salesforce?

Lead Scoring and Grading in Salesforce. Lead scoring and lead grading are two commonly used techniques to qualify leads — that is, to determine if a lead is worth passing from your marketing team on to sales. Lead scoring: Automatically scoring inbound leads with a numerical value to indicate how interested they are in your product or service.

What are the steps in the sales process?

The 10 Step Sales Process

  1. Prospecting. The first part of the 10 step sales process, is finding out who your ideal prospects are, and then targeting them using prospecting strategies.
  2. Building Rapport. The first part of any sales conversation, and next step in the 10 step sales process is building rapport with your potential clients.
  3. Qualifying Your Potential Clients Early. …

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How do I log into Salesforce?

How do I access Salesforce for the first time?

  • Check your email for your login information.
  • Click the link provided in the email. The link logs you in to the site automatically.
  • The site prompts you to set a password and choose a security question and answer to verify your identity in case you forget your password.

How do you create a sales process?

Now we will dive into the actual steps that would lead to creating an effective B2B sales process.Step 1: Define customer buying process. … Step 2: Define sales stages. … Step 3: Define objectives for each stage. … Step 4: Define actions. … Step 5: Define sales tools. … Step 6: Define marketing tools. … Step 7: Continue to improve.More items…•

What are the 7 steps in the sales process?

The 7-step sales processProspecting.Preparation.Approach.Presentation.Handling objections.Closing.Follow-up.

What is sales process in Salesforce with example?

Sales Process defines the different sales stages that an Opportunity moves through. For example, a donation may start as Prospecting and then become either Closed/Won or Closed/Lost. Awareness:- During this stage, the customer has become aware of your organization and services.

What are the 4 steps in the sales process?

Step 1: Get the prospect to commit to the process.Step 2: Identify the prospect’s problem.Step 3: Show prospects the solutions.Step 4: Allow them to pick what’s naturally best for them.

What are the 5 stages of the sales process?

A sales process is a set of repeatable steps that a sales person takes to take a prospective buyer from the early stage of awareness to a closed sale. Typically, a sales process consists of 5-7 steps: Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up.

What sales methodology does Salesforce use?

360-degree selling At Salesforce, we call it the Customer 360 Methodology (C360 for short).

What is sales process flowchart?

A sales process flowchart is a type of flowchart that summarizes the stages of a typical sales process. The steps in a sales process are usually broken down into eight main categories: prospecting, qualifying, presenting, handling objections, closing, following up, and feedback.

How do I edit a sales process in Salesforce?

Review and Modify Opportunity Sales ProcessesClick the Setup icon ( ) and select Setup.Find and select Sales Processes. … Click the Sales Process you want to view. … In this view, you can add opportunity stages that already exist or remove stages included in this configuration. … Click Save to record your changes.

What is sales process design?

A Sales Process Design is an effort to create a comprehensive resource to assist both veteran and new sales employees maximize their sales capabilities, while helping a company efficiently and effectively grow.

What are 4 types of closes?

Modern Sales Closing TechniquesQuestion Closes. To achieve these two foundational goals, it’s imperative that reps ask prospects probing questions. … Assumptive Closes. This closing technique draws on the power of positive thinking. … Take Away Closes. … Soft Closes.

How do you structure a sales call?

A sales call at any stage of the process should include the following five steps.Make an introduction. The goal of the introduction is very simple: talk to the prospect and get them in the right frame of mind. … Ask questions. … Deliver the pitch. … Manage objections. … End with a call to action.

What is the fourth step in the five step sales process?

4. Close the sale. Make the sale in this step. Ask for their order or purchase.

Why is Salesforce adoption important?

Sales process adoption is critical for driving sales. That’s because instead of winging it, salespeople operate in a pre-defined, best practice way relevant to your company. Building your sales methodology in Salesforce is crucial for driving this adoption.

What happens if you don’t have a sales process?

On the other hand, if you don’t have a sales process, then salespeople are left ‘to do their own thing.’ Few successful teams work this way.

What is the playbook of sales?

The playbook contains vital details that give the salesperson a competitive advantage at each point in the sales lifecycle.

What is the most widely used control feature in Salesforce?

The most widely used control feature in Salesforce is the validation rule.

How many charts are there in the AppExchange dashboard?

You should also download our free dashboard from the AppExchange. It contains the twelve most essential charts and reports for pipeline visibility.

Written By… Sarah Bell

Sarah is the Content Marketing Manager at Sonar, the leading Change Intelligence platform for smart, agile operations teams.

Start at the beginning

Before you even think about building or optimizing your sales process, take a step back and gather key stakeholders together for a whiteboard session.

Choose a sales methodology

Applying a sales methodology to your process helps you guide your sales team toward the ultimate goal: closing more customers. There are lots of methodologies and the right one for you will depend on your go-to-market strategies. A few of my favourites include MEDDIC, Solution Selling, and Account Selling.

Apply the gate approach

Opportunity stages help users manage the sales cycle with a customer by moving them through predefined steps. These stages are built around your sales methodology of choice, guiding your prospects through the appropriate steps, so your sales team can close deals. Think of the Opportunity stages as gates:

Bring in sales to the conversation

Your number one priority should be making the process as easy as possible for your sales team and removing their roadblocks. To meet this goal, sit down with your sales reps to understand what’s working and what’s not.

Build everything in a sandbox

Your Salesforce sandbox is an invaluable tool. Take advantage of it by running your process through it with multiple use cases. While you’re doing this, think through the reports you want and ensure your process can provide you with the right data.

What can you do once you understand Salesforce?

Once you understand the basic Salesforce architecture, you can begin mapping standard and custom objects to your organization’s selling path.

What is Salesforce data?

Salesforce tracks sales data using object architecture, which means information is stored as Leads, Contacts, Accounts, and Opportunities. Get to know these 4 objects, as they will represent different stages in your Sales Process. Leads are the handoff mechanism between marketing and sales.

Why is it important to configure Salesforce correctly?

Whether you’re creating a new Salesforce instance for your team, or refreshing an existing one, configuring the platform correctly is critical to creating a successful and repeatable sales process.

What is lead in sales?

Leads are the handoff mechanism between marketing and sales. These people have an unknown fit or interest in your products or services. When a prospect is a Lead, sales reps are working to complete early qualification before the deal officially enters the pipeline.

What is custom object in Salesforce?

Luckily, Salesforce supports custom objects, which are objects that you create to store information that’s specific to your company or industry. For example, a financial services company might create a custom Relationship object to track how contacts and accounts at various levels influence and interact with each other at each stage in a deal. It’s important to note that the custom objects and workflows in Salesforce have limitations. Salesforce offers versions of the CRM that are customized to align with industry-specific workflows and objects, like Salesforce for Financial Services Cloud.

How to remove stages in a process?

Remove stages you don’t want to include by clicking the stage name in the Selected Values area, and then clicking the Remove arrow to move the unwanted stage to the Available Values area. For more detail on this step, read Step #2 in this guide

What is an opportunity in sales?

Opportunities are potential revenue-generating sales deals that you want to track until the deal closes.

What is sales process in Salesforce?

The Sales Process is a series of repeatable steps that the sales team can take with a prospect to sell their product. It is a Salesforce term used to determine which opportunity stages are selected when the record types are enabled. And if the record type is not enabled then there is no need for the Sales process.

What is sales process?

Sales Process defines the different sales stages that an Opportunity moves through. For example, a donation may start as Prospecting and then become either Closed/Won or Closed/Lost.

What is the final stage of the sales process where the prospect confirms they want the product and are ready to pay?

Closed/Won:-This is the final stage of the sales process where the prospect confirms they want the product and are ready to pay.

Why do sales teams need to be sure when they should change the sales stage?

There are different Sales stages during the sales process and the sales team needs to be sure when they should change the Sales stage because the wrong stages being set will create the wrong forecasts. The different Sales stages are dependent on organizational life cycle. A sample set of stages is shown below:-

What is the evaluation stage of a website?

Evaluation:-In this stage, the customer will compare you with your competitors. So there should be some case studies, demos of your company on your website.

What is the most commonly used custom control feature in Salesforce?

By far, the most widely used custom control feature in Salesforce is the validation rule , which allows you to require users to enter information before continuing further. This is especially helpful for ensuring sales reps don’t miss critical information.

Why is it important to create a repeatable sales process?

On the other hand, creating a repeatable sales process will allow your team to more efficiently use the tools that are already available in Salesforce and better streamline your efforts.

What is Spekit in Salesforce?

To quickly communicate new additions to the sales process, a contextual, in-app learning platform like Spekit makes it seamless to alert team members to new Salesforce field changes, updates to the overall sales process, and augment your digital adoption efforts.

Can you create fields within a custom object that links to the Opportunity?

You can create the fields within a custom object that links to the Opportunity.

Should sales processes be stagnant?

Once your sales processes are in place, they should never remain stagnant. Sales teams are always evolving as the market and products change. With this in mind, a sales process will also mature, so teams must be nimble and able to adapt to change quickly. Regular monitoring of effectiveness through feedback and performance metrics can help pivot when necessary.

Is Salesforce a CRM?

Salesforce is a powerful CRM tool, but it can also be difficult to navigate. And without a repeatable process, sales reps will struggle to find critical information quickly. This results in longer sales cycles and less revenue for the company regardless of how many people are interested in your product.

What is Salesforce capable of?

Salesforce is capable of tracking the many activities of individual reps and creating reports around their behaviors and results. This kind of insight is invaluable to improving productivity and workflow, and can shed light on which sales activities are most worth the effort of your sales team.

Why is Salesforce important?

Salesforce can help reps keep track of who needs what and when, so you can take the guesswork out of the process.

What are the four standard objects that Salesforce uses?

The four standard Objects that salespeople work most frequently with are known as Leads, Contacts, Accounts, and Opportunities .

What is a lead in Salesforce?

For Salesforce purposes, anyone with an unknown interest in your product is a considered Lead. Once a sales rep qualifies them, they become a Contact. All Contacts must be housed under an Account, and all Accounts represent Opportunities.

How much time do salespeople lose?

With salespeople losing up to 64% of their time to non-revenue-generating activities, effective and reliable automation is more necessary than ever.

What is proven sales process?

A proven sales process helps you design and optimize your sales funnel, which in turn will help you surpass your goals and exceed even your most promising sales forecasts.

Can Salesforce take your team?

By now, it should be clear that a little bit of organization and customization within your Salesforce account can take your team a long way in mastering a proven, scalable sales process.

What are Salesforce Opportunity Stages?

Opportunity Stages are the various steps that a user must take to sell a product or service within your company, this is often referred to as a companies sales process.

Opportunity Stage Features

Whilst the Opportunity Stage field is a relatively simple concept, there is a lot going on behind the scenes that allow you to forecast and estimate the probability of success.

How to Create a Custom Salesforce Opportunity Stage

Creating a custom Sales process within Salesforce is easy, you simply need to create the stages with their relevant characteristics filled in, and then order them correctly.

Opportunity Stages Best Practices

Hopefully, after reading the above section, you feel skilled up on the typical use case of Salesforce Opportunity stages. But the most challenging part can often be deciding on the stage usage. After all, every customer and sales engagement won’t necessarily follow a linear path, however, most will go through a set of similar stages.


If you’re using Sales Cloud, the Opportunity object is one of the most important objects your users will be working with. This is why it’s so important to ensure that it is implemented correctly, and Sales operations are involved to ensure that the technology will support the people using it.


As the admin for AW Computing, you get lots of requests to help streamline processes and boost efficiency. And with your Awesome Admin skills, you deliver on those requests. The company has a brand-new vice president of services, Noah Larkin, and he’s anxious to make some productivity-enhancing changes.

Follow Along with Trail Together

Want to follow along with an expert as you work through this step? Take a look at this video, part of the Trail Together series.


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