Building CRM knowledge and earn credentials

 As part of this blog, I have completed different course's through Salesforce Trailhead learning platform. Below I have a summation of what the detailed and I have also included the link to the course if you would like to give it a try.

Build Your Pipeline Engine:

Pipeline is the total value of all the deals the sales department are working on. Increasing the pipeline is the goal of sales rep as the bigger the pipeline, the bigger the ACV (Annual Contract Value), which is the basis of a sales rep pay. "Pipeline is the focus. ACV is the outcome". The different roles within the pipeline generation team are the Account Executives, Business Development Representatives, Sales Development Reps, Enterprise Corporate Specialists and Cloud sales. The team then uses different marketing activities to help boost the pipeline, such as brand awareness, demand generation, events, account-based marketing, digital marketing and enablement. To make sure their targets are on course, team leads use the Accountability Performance Matrix (APM) to track their progress using pipeline data.

Predict Sales and Forecast with Confidence:

Annual sales forecasting is important to planning for the future and to see company's overall health. Some problems that can arise with forecasting are, are spreadsheets being updated with current data, is this data from the right sources, are sales reps hitting their targets and can potential challenges be spotted before it's too late. Salesforce helps solve these problems as all of this information is hosted locally on the Salesforce system, Salesforce works with real-time data that automatically filters into the rest of the data, avoiding the need for manually updating spreadsheets. This combined with the ability to visually forecast changes through graphs and be able to effortlessly compare with previous periods as well as being able to customise a forecast with the information relevant to you. For even greater insights into projected forecasts, Salesforce offers their 'Einstein Forecasting', which uses AI to calculate & formulate forecasts using all the information available.

Links:
https://trailhead.salesforce.com/content/learn/modules/business-pipeline-quick-look

https://trailhead.salesforce.com/content/learn/modules/sales-forecasting-quick-look/predict-sales-and-forecast-with-confidence