Course Overview

Course Duration: 3 days
Implementing an Analytics Strategy for the Sales Cloud – This course is a must for anyone responsible for using analytics to drive business results in a sales organization. Implementing an Analytics Strategy for the Sales Cloud provides you with the skills and knowledge you need to gather for analytics requirements, design and build custom reports and dashboards, and deploy them to your users. Using real-world scenarios, this course gives you the tools to analyze your key sales metrics, including lead generation, pipeline and trends, closed business, and sales team performance.

Who Should Attend

Implementing an Analytics Strategy for the Sales Cloud is for anyone responsible for developing and maintaining reports and dashboards for heir sales organization in Salesforce including:
  • Sales operations analysts
  • Business analysts
  • Sales managers
  • System administrators and power users may also benefit from this course.

Course Certifications

This course is part of the following Certifications:


The prerequisites include a solid understanding of basic Salesforce concepts and sales functionality. In particular, students should have some knowledge of:
  • Navigating Salesforce
  • Salesforce objects and their relationships to one another
  • Creating reports with the report builder, including filtering, grouping, and summarizing data
  • Creating dashboards with the dashboard builder

Course Objectives

When you complete this course, you’ll be able to:
  • Establish a process for developing and deploying analytics solutions for your sales organization.
  • Set up an efficient analytics infrastructure to ensure users can find the reports and dashboards they need.
  • Create effective sales reports and dashboards to address the needs of users at all levels.
  • Maximize users’ consumption of sales reports and dashboards.

Course Content

  • Establish a process for delivering analytics solutions
  • Discover high-level requirements
Defining Your Analytics Infrastructure
  • Define a report and dashboard architecture
  • Clean up reports and dashboards
Pipeline Analysis
  • Analyze executive requirements
  • Design an executive dashboard solution
  • Analyze pipeline
  • Determine top 10 opportunities with a row limit filter
  • Analyze opportunity size with a bucket field
Closed Business Analysis
  • Compare closed business month over month
  • Analyze win rates with a joined report
Pipeline Trend Analysis
  • Understand opportunity trends with stage history
  • Understand historical trending
  • Analyze opportunity trends with an analytic snapshot and a combination chart
Forecast Analysis
  • Understand the capabilities of Collaborative Forecasts
  • Analyze the company’s sales forecast with a custom report type
  • Analyze quota attainment with a joined report
  • Validate that a solution meets requirements
Lead Performance Analysis
  • Analyze which types of leads perform best
  • Monitor lead conversion times
  • Analyze campaign revenue generation
Sales Management Analysis – Activities
  • Design a dynamic team dashboard
  • Understand activities
  • Report on activities
  • Analyze neglected accounts with a cross filter
Sales Management Analysis – Opportunities
  • Identify stalled opportunities and bottlenecks
  • Identify opportunities at risk with a cross filter and a joined report
Sales Rep Analysis
  • Monitor individual pipelines
  • Manage activities
Deploying Your Analytics Solution
  • Communicate changes to users
  • Maximize user adoption of reports and dashboards
  • Improve report performance