Salesforce Guide

How to Navigate Salesforce

Home

The Home page will show all enquiries for you to contact today. The goal is to clear these lists by the end of the day. These leads will then reappear the next day to be contacted again.

Think of it like managing your email inbox — the aim is to have it empty by the end of the day.

Tip: Start your day in this order to maximise speed of response to “Hot Leads”:

1. Club Tours (Today)
2. New Enquiry
3. Attempting Contact (Hotlist <7 days old)
4. Attempting Contact (>7 days old)
5. Club Tours (No Show), Club Tours (Attended - No Outcome), etc.

Home/Dashboard

On the Home page, scroll down past your leads to the Dashboard to view all reporting.

You can filter by a particular period (e.g., yesterday’s calls, month-to-date sales) and by contact method (e.g., referrals, outreach, web).

It is important to have a clear understanding of your numbers to identify areas for improvement.

You should review these numbers daily at the start of the day when setting up your plan.

Leads

In Leads, there are two available views: List View and Intelligence View.

Use the Leads tab to:

• Create a new lead
• Manage lead status, edit details, and change the lead owner
• Filter by enquiry type
• Filter by status
• Filter by owner 
• Filter by date range 

Leads List View

• View all leads
• Edit Leads
• Filter by Lead status

Leads Intelligence View

• Filter by Specific date range
• Filter by Lead owner

Calendar

Navigate to Calendar to view all booked appointments for the month.

Use the Calendar tab to:

• View all appointments booked for the month
• Edit appointment times
• Manage appointment status:
• • Booked
  • Confirmed
  • No Show
  • Attended

To Do List

Use the To Do List to view all scheduled follow-up calls. As Sales Consultants, it is important to manage your pipeline effectively to ensure that:

A) No lead is missed or forgotten at the appropriate follow-up time

B) Your follow-up plan is structured and purposeful, rather than aimlessly contacting all leads each day

Create a New Label to categorise your leads

For example; you could categorise your leads into Hot, Warm & Cold

• HOT: Very likely to join (Its just a matter of time)
• WARM: Likely to join (You still have some convincing to do)
• COLD: Unlikely to join (but still worth a follow up)

 

View Follow Up Call

Click Menu to edit follow up

Click here to apply a new label

💡Important! You must click Complete Task to mark a task as done; otherwise, it will become overdue. (Logging a call does not automatically complete a task.)

Lead Management

Leads must be managed in Salesforce by updating their “status.” This needs to be done manually after logging a call or booking an appointment to ensure leads appear in the correct place, reporting remains accurate, and the lead follows the appropriate member journey, which will assist you in securing the sale.

Managing lead statuses is critical to ensure the Salesforce funnel functions as intended.  

New Enquiry

This lead is a brand new enquiry and no attempted contact has been made.

Attempting Contact

This lead is in the process of being contacted or has been contacted, but has not been booked in for a tour or trial.

Tour

Has been booked in to tour or trial the club.

On Trial

Has attended and is currently trialing the club on a free 2 day pass.

Trial Expired

Trial has expired. The next outcome will either be "Converted" (meaning sale) or "Not Interested"

Not Interested

The journey is not over, as they will now enter an automated process designed to prompt them to re-enquire or join at a later time. Leads must be marked as "Not Interested" after 60 days of no conversion, or once the prospect has confirmed that they are not interested in joining.

Converted

Congratulations! You made a sale.

Select "Mark Status as Complete" or "Select Converted Status"

You must click here to save any changes made to a lead status.

Proceed with the following steps if the lead has been converted to a sale

Select Account Match

Check Update Lead Source

Click on Convert

Create a Lead

1. Click on Lead

2. Scroll down to “Trial Information"

3. Click on Book A Tour URL

4. Select a Day 

Important Note! You should only Book a Tour for today or tomorrow. If the prospect wishes to attend on a later day, create a follow up call instead.  

5. Click on “Show Available Times”

6. Select a Time

Important Note! The prospect will receive an instant SMS message confirming the club tour time 

7. Click on “Book Tour” to lock it in

8. Navigate back to the lead profile and change status to “Tour”

Note! This step is important to maintain accurate lead tracking 

9. Click on “Mark as Current Status”

10. Click on “Calendar” to see the Booking

11. See Booking time

Update Lead Status (Post Tour or if No Showed)

1. Navigate to the “Calendar” and click on Lead. 

2. Click on “Edit”

3. Click on “Status”

Note! You can also edit the start time and end time if the prospect has rescheduled.  

4. Change outcome to either “No Show” or “Attended”

5. Click on “Save” to confirm changes

6. Navigate back to the prospect profile and update status to one of the following;

• On Trial (Has agreed to Trial)
• Not Interested (No Sale)
• Converted (Sale)

7. If Converted, then “Select Converted Status”

8. Select “Sale” 

9. Click on “Save”