Lightning Experience Features - Explore the New Sales Tools

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Questions and Answers

What is the Kanban view for Opportunities in Lightning Experience?

A settings menu for customizing opportunity records

A visual representation of all deals, organized by stage in the pipeline (correct)

A dashboard for tracking sales performance

A list view of all sales reps' deals

How do users filter records in the Kanban view?

By searching for specific keywords

By toggling between list view and grid view

By selecting a specific record type from the Displays menu

By filtering records to select a single record type or view a particular subset of records (correct)

What do yellow triangles on opportunity cards in the Kanban view indicate?

Unassigned tasks, incomplete events, or pending approvals

Duplicate records, incorrect field values, or invalid data

New opportunities, converted leads, or closed deals

Overdue tasks, no open activities, or no activity for 30 days (correct)

What is the primary purpose of the Lead Workspace in Lightning Experience?

Tracking and updating leads Signup and view all the answers

How do users visualize account relationships in Lightning Experience?

Through an account hierarchy Signup and view all the answers

What determines the account hierarchy in Lightning Experience?

The Parent Account field Signup and view all the answers

How do users customize hierarchy columns in Lightning Experience?

In the Object Manager tab, under Hierarchy Columns Signup and view all the answers

What can users do with the contact hierarchy in Lightning Experience?

All of the above Signup and view all the answers

What is a key feature of the Kanban view?

Drag-and-drop functionality Signup and view all the answers

What is the main benefit of using the Kanban view for opportunities?

Improved sales pipeline visibility Signup and view all the answers

What is the primary benefit of using the opportunity workspace in Lightning Experience?

It helps sales reps work their deals faster and smarter. Signup and view all the answers

How can an admin further enhance the sales users’ workflow?

By customizing the sales path and activity timeline. Signup and view all the answers

What is the purpose of paths in the context of the sales process?

They guide sales users through each stage of the sales process. Signup and view all the answers

Which feature allows sales reps to keep track of their activities related to deals?

Activity timeline. Signup and view all the answers

What can opportunity splits be used for in Lightning Experience?

To split revenue among team members. Signup and view all the answers

What should be considered when using the activity timeline?

Reps can see their completed and upcoming tasks. Signup and view all the answers

What is the main feature of the Opportunity home page in Lightning Experience?

It looks similar to other object home pages. Signup and view all the answers

What is a recommended best practice when managing paths in the sales process?

Use unique paths for each record type. Signup and view all the answers

Study Notes

Opportunities, Leads, and Selling in Lightning Experience

Lightning Experience provides an action-first workspace for sales reps to work their deals faster and smarter.
Opportunities have been enhanced to provide a better experience for sales users.
The opportunity workspace allows customization of coaching scripts for each step in the sales process and quick record creation with fewer clicks.

Path

Paths guide sales users through each stage of the company's sales process.
Paths help users stay focused on important tasks to close deals or complete work quickly.
Admins can create a unique path for each record type, including leads, opportunities, quotes, and custom objects.

Activity Timeline

The activity timeline tracks meetings, tasks, calls, and emails for opportunities, leads, accounts, and contacts.
Sales reps can see what they've done and what they still need to do for each record.

Opportunity Home

The Opportunity home page in Lightning Experience includes a Kanban view, which is a visual representation of all deals, organized by each stage in the pipeline.

Kanban View

The Kanban view allows users to easily toggle between list view, grid view, and Kanban view.
Users can filter records to select a single record type or view a particular subset of records.
Users can search to find specific opportunities.
Records are separated based on record type and grouped into columns based on the grouping field selected.
Users can quickly move a record to a different column by dragging the card.
Alerts on opportunity cards indicate overdue tasks, no open activities, or no activity for 30 days.

Lead Workspace

The lead workspace in Lightning Experience is designed for sales reps to track, update, and convert leads to contacts.
The workspace includes a path for lead qualification, which guides users through specific fields and guidance for success in each stage.

Accounts and Contacts

In Lightning Experience, business and person accounts and contacts are optimized for quick reference.
Account and contact records include visual components for easy information gathering and insight.
Users can view or add members to an account team, including partner users, or remove a team.
Visualizing account relationships in an account hierarchy is possible, as is seeing who reports to whom in a contact hierarchy.
Contacts can be related to multiple accounts without duplicating records.

Account and Contact Hierarchies

An account hierarchy gives sales reps a bird's-eye view of the relationships between a parent account and its subsidiary accounts.
A contact hierarchy lets sales reps generate an org chart for an account.
Users can view account and contact hierarchies using the Actions dropdown menu.
Hierarchies can be customized to show the most useful information to sales reps.

Changing Account and Opportunity Ownership

When transferring an account or opportunity to a different owner, related records such as cases can also be transferred.
This feature is also available in Salesforce Classic.

The key difference between the Salesforce Sales Cloud and Service Cloud is that Sales Cloud aims to streamline sales and marketing efforts, while Service Cloud helps support agents provide excellent customer service and resolve issues before they become a problem.

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Description

Learn about the new features in Lightning Experience that enhance the sales process, including customized coaching scripts and quick record creation. Explore the revamped Opportunity Workspace.