New course coming soon:
CRM Sales: A Business-First Approach
A self-paced course that bridges the gap between CRM and real sales success
Mastering CRM sales isn’t just about understanding the software – it’s about knowing how businesses actually sell. This course equips you with the real-world strategies, best practices, and hands-on insights needed to align CRM technology with sales success. Whether you're looking to advance your career, optimize sales operations, or build a strong foundation in CRM, this course will give you the expertise to stand out.
Learn practical skills to master sales strategy and execution
Many CRM professionals find it challenging to bridge the gap between theory and the real-world complexities of sales. This self-paced course solves that problem by offering a practical, hands-on approach to sales processes, terminology, and challenges. Through real customer examples, you'll gain the knowledge and skills needed to apply CRM solutions effectively in real business scenarios.
Master the sales process
Confidently articulate B2B and B2C sales models from start to finish.
Optimize lead management
Learn to gather, qualify, and convert leads using sales best practices.
Understand the different account types
Differentiate between types of accounts such as bill-to and ship-to.
Manage diverse sales contacts
Categorize and organize key contacts for streamlined sales interactions.
Leverage sales pipelines
Use pipelines to forecast revenue and drive consistent business growth
Integrate products and quotes
Discover how quotes, products, and revenue recognition shape sales success.
Track key sales metrics
Apply data-driven insights to measure and improve sales performance.
Master CRM integrations
Seamlessly connect CRM systems with other essential business platforms.
Innovative learning methods with real-world applications
Self-paced learning
Progress through the material at a speed that suits you.
Video lectures
Access step-by-step guidance through informative online sessions.
Case studies
Explore real-world examples to see how concepts are applied in practice.
Cheat sheets
Access quick-reference guides that simplify complex topics.
Certificate upon Completion
Showcase your achievements and validate your skills.
Who should take this CRM Sales Business course from Focus on Force?
This course is designed for both junior and experienced CRM professionals who want a more advanced understanding of real-world sales processes.
Participants should have a solid theoretical understanding of CRM concepts and architecture. While not mandatory, some hands-on experience with CRM systems is highly recommended to maximize the value of this course.
- CRM consultants with a focus on aligning technology with sales strategy.
- CRM administrators who want to optimize and streamline sales operations.
- CRM business analysts looking to excel in sales-related CRM projects.
- Graduates who want to build a strong foundation in CRM sales.
Class Outline
Lesson 1
- a. Materials:
i. Video lecture
ii. Downloadable resource: “Key Differences Between B2B and B2C Models”.
iii. Activity: Reflect on whether your current/target business operates as B2B, B2C, or both.
b. Topics:
i. What is CRM
ii. CRM’s role in centralizing data and enabling informed decision-making.
iii. Overview of B2B vs B2C: Key differences and their impact on CRM design.
Lesson 2
- a. Materials:
i. Video Lecture
ii. Downloadable Resource: “Lead Qualification Frameworks: A Quick Guide”.
iii. Activity: Participants will score and qualify sample leads based on BANT criteria
b. Topics:
i. What is a lead? Differences between marketing-qualified leads (MQLs) and sales-qualified leads (SQLs)
ii. Lead sources: How to track and categorize leads (e.g., web forms, cold calls, referrals).
iii. Lead qualification: BANT and CHAMP frameworks.
iv. Converting leads into opportunities: The decision-making process.
Lesson 3
- a. Materials:
i. Video Lecture
ii. Downloadable Cheat Sheet: “Types of Accounts and Their Use Cases”.
iii. Case Study: Organizing accounts for a global company with subsidiaries and multiple payment structures
b. Topics:
i. Types of accounts: Ship-to, Bill-to, Payer, Parent vs. Subsidiary accounts.
ii. Introduction to Person Accounts (used in B2C scenarios).
iii. Data relationships between accounts (hierarchies and rollups)
iv. Contacts within B2B and B2C contexts.
v. Managing roles and relationships between accounts and contacts.
Lesson 4
- a. Materials:
i. Video Lecture
ii. Downloadable Resource: “Pipeline Management for Beginners”
iii. Activity: Create a sales pipeline using provided templates
b. Topics:
i. Stages of an opportunity
ii. Best practices for managing multiple opportunities
iii. Building a structured pipeline: Examples of common sales stages
iv. Forecasting techniques using opportunity data
Lesson 5
- a. Materials:
i. Video Lecture
ii. Downloadable Template: “Quote Creation Checklist”
iii. Activity: Build a quote for a sample opportunity using given product data.
b. Topics:
i. Products: Managing a product catalog in CRM (Product families, bundles, etc).
ii. Quotes: Generating quotes based on opportunities and maintaining version control.
iii. Revenue Recognition: How closed deals impact revenue reporting.
Lesson 6
- a. Materials:
i. Video Lecture
ii. Downloadable Guide: “Top 10 Sales Metrics for CRM Users”.
iii. Practice Activity: Analyze provided reports and suggest areas for improvement.
b. Topics:
i. Sales Metrics: Pipeline velocity, conversion rates, win/loss analysis, etc.
ii. Reports: Examples of useful CRM reports (e.g., Opportunity Pipeline, Top Accounts, etc).
Lesson 7
- a. Materials:
i. Video Lecture
ii. Downloadable cheat sheet: Sales Integrations best practices
b. Topics:
i. What is CRM
ii. CRM’s role in centralizing data and enabling informed decision-making.
iii. Overview of B2B vs B2C: Key differences and their impact on CRM design.
Lesson 8
- a. Materials:
i. Video prompts: Outline of the project and expectations
ii. Video Debriefs: Explanation of the recommended solution
b. Topics:
i. Apply everything that was learned in a real-life business scenario.
Meet your CRM Sales Business course instructor
Esteban Gonzalez has over 10 years of experience in the consulting world.
He began his career in the Data Center infrastructure industry as a sales manager, where he used Salesforce as an end user. After five years, he transitioned to a Salesforce consultant role, helping other managers achieve similar success. Throughout his career, he has gained extensive experience with Salesforce platforms, including Sales, Service, Experience, Manufacturing, and Commerce Clouds, across a variety of industries, ranging from non-profits to global manufacturers.
