[{"data":1,"prerenderedAt":103},["ShallowReactive",2],{"lesson-/academy/sdr/salesforce-basics-for-sdrs":3},{"path":4,"data":5,"html":37,"toc":38,"prev":48,"next":55,"track":61},"/academy/sdr/salesforce-basics-for-sdrs",{"title":6,"description":7,"primaryQuery":8,"secondaryQueries":9,"module":14,"order":15,"tier":16,"intent":17,"asset":18,"publishedAt":21,"author":22,"reviewedAt":23,"relatedTool":24,"challenge":25,"exercise":34},"Salesforce Basics for SDRs: Your 12-Action Daily Workflow","Salesforce is the CRM most enterprise sales teams run, and as an SDR your whole day lives inside it: pull today's list, log each call and email as you make it, move stages when they change, and always set the next step. This page is the beginner workflow — the 12 actions you repeat every day, plus how the objects (leads, contacts, accounts, opportunities) fit together.","salesforce for sdrs",[10,11,12,13],"salesforce basics for beginners sales","how to use salesforce as an sdr","salesforce daily workflow sales rep","salesforce training for sales reps",7,3,"B","informational",{"type":19,"title":20},"checklist","The 12-action daily Salesforce workflow","2026-09-10","closers","2026-09-24",null,{"type":26,"id":27,"brief":28,"lines":29},"spot","m7-l3-salesforce-capture-spot","You finish a call where the prospect said they'll meet your account executive next week. In Salesforce, what's the correct way to capture it?",[30,31,32,33],"Change the account's name to 'Meeting booked' so you can see it in your list","Log the call as an activity, create the meeting against the opportunity or lead, and set a task for yourself before the meeting so nothing slips","Write it in your personal notes doc and mention it to your AE in person","Wait until Friday and enter all of the week's calls at once to save time",{"prompt":35,"successCriteria":36},"Using the 12-action workflow below, write the exact next task you'd set in Salesforce after a call where a prospect asked you to check back in two weeks.","The task names the contact, a specific date ~two weeks out, and the action ('call back re: X'), and you'd attach it to the right record rather than leaving it in your head.","\u003Cp>Salesforce is the \u003Ca href=\"/glossary/crm/\" target=\"_blank\" rel=\"noopener noreferrer\">CRM\u003C/a> most enterprise sales teams run, and if you're an SDR there the whole job happens inside it. That sounds intimidating, but at the SDR level it's a small, repeatable routine: pull the day's list, log each \u003Ca href=\"/glossary/touch/\" target=\"_blank\" rel=\"noopener noreferrer\">touch\u003C/a> as you make it, move a record's stage when reality changes, and always set the next step so nothing goes cold. This page is that workflow — the 12 actions you'll repeat daily — plus the object model that explains \u003Cem>where\u003C/em> things live, so Salesforce reads as a tool you drive instead of a maze you get lost in.\u003C/p>\n\u003Ch2 id=\"how-salesforce-is-organized-the-objects-you-ll-touch\">How Salesforce is organized (the objects you'll touch)\u003C/h2>\n\u003Cp>An SDR mostly lives in three places. \u003Cstrong>Leads\u003C/strong> are unqualified prospects you're working — a person before you know if they're a fit. \u003Cstrong>Contacts and accounts\u003C/strong> are real people and the companies they work at. \u003Cstrong>Opportunities\u003C/strong> are the \u003Ca href=\"/glossary/qualified-meeting/\" target=\"_blank\" rel=\"noopener noreferrer\">qualified, moving deals\u003C/a> worth real revenue — usually owned by the \u003Ca href=\"/glossary/account-executive/\" target=\"_blank\" rel=\"noopener noreferrer\">account executive\u003C/a> once you hand them up. Your day's work is turning leads into contacts and qualified meetings into opportunities, logging every step along the way so the system reflects reality.\u003C/p>\n\u003Ch2 id=\"the-12-action-daily-workflow-here-is-the-asset\">The 12-action daily workflow — here is the asset\u003C/h2>\n\u003Col>\n\u003Cli>\u003Cstrong>Open your dashboard and read your queue.\u003C/strong> What Salesforce says is next is your plan for the day.\u003C/li>\n\u003Cli>\u003Cstrong>Pull today's list from a saved view\u003C/strong> — the accounts or leads due for a touch.\u003C/li>\n\u003Cli>\u003Cstrong>Do the day's outreach\u003C/strong> from that list (calls, emails, \u003Ca href=\"/glossary/sequence/\" target=\"_blank\" rel=\"noopener noreferrer\">sequences\u003C/a>).\u003C/li>\n\u003Cli>\u003Cstrong>Log each call or email as you make it\u003C/strong>, not at the end of the day.\u003C/li>\n\u003Cli>\u003Cstrong>Attach the outcome\u003C/strong> — a short note on what the prospect said.\u003C/li>\n\u003Cli>\u003Cstrong>Move the record's stage the moment it changes\u003C/strong> (booked a \u003Ca href=\"/academy/sdr/how-to-book-a-meeting/\">meeting\u003C/a>? advance it; dead? park it).\u003C/li>\n\u003Cli>\u003Cstrong>Set the next task with a date\u003C/strong> before you close the record — never leave a lead with no next step.\u003C/li>\n\u003Cli>\u003Cstrong>Book meetings onto the calendar and attach them\u003C/strong> to the right lead or opportunity.\u003C/li>\n\u003Cli>\u003Cstrong>Sync your email and sequences\u003C/strong> so replies land on the record automatically.\u003C/li>\n\u003Cli>\u003Cstrong>Hand off the qualified meeting to the AE\u003C/strong> on the opportunity, with a clean \u003Ca href=\"/academy/sdr/how-to-book-a-meeting/\">handoff note\u003C/a>.\u003C/li>\n\u003Cli>\u003Cstrong>Check your own activity against the plan\u003C/strong> — did you hit today's touches and connect targets?\u003C/li>\n\u003Cli>\u003Cstrong>Set tomorrow's follow-ups\u003C/strong> so the queue is ready when you open Salesforce again.\u003C/li>\n\u003C/ol>\n\u003Ch2 id=\"two-habits-that-keep-salesforce-true\">Two habits that keep Salesforce true\u003C/h2>\n\u003Cp>Everything above rests on two disciplines. First, \u003Cstrong>log in the moment, not from memory\u003C/strong> — a Salesforce full of Friday catch-up entries is worse than an empty one, because your manager and the \u003Ca href=\"/glossary/account-executive/\" target=\"_blank\" rel=\"noopener noreferrer\">AE\u003C/a> build decisions on records that no longer match reality. Second, \u003Cstrong>let the stage follow reality, not the reverse\u003C/strong> — if a deal stalls, don't leave it "open" to look productive; park it with a note and a date. Salesforce is only as good as the truth you put in it, and a rep who keeps it clean is a rep whose \u003Ca href=\"/glossary/pipeline/\" target=\"_blank\" rel=\"noopener noreferrer\">pipeline\u003C/a> and \u003Ca href=\"/glossary/forecast/\" target=\"_blank\" rel=\"noopener noreferrer\">forecast\u003C/a> the team can actually trust.\u003C/p>\n\u003Cp>Salesforce is one layer of the \u003Ca href=\"/academy/sdr/sdr-tool-stack/\">SDR tool stack\u003C/a>, and it's not the only CRM you'll meet. If you're weighing it against \u003Ca href=\"/academy/sdr/hubspot-vs-salesforce/\">HubSpot\u003C/a>, know which world each one serves — the workflow above is the same; only the buttons differ.\u003C/p>\n",[39,42,45],{"id":40,"text":41},"how-salesforce-is-organized-the-objects-you-ll-touch","How Salesforce is organized (the objects you'll touch)",{"id":43,"text":44},"the-12-action-daily-workflow-here-is-the-asset","The 12-action daily workflow — here is the asset",{"id":46,"text":47},"two-habits-that-keep-salesforce-true","Two habits that keep Salesforce true",{"path":49,"title":50,"description":51,"module":14,"order":52,"kind":53,"practiceCall":24,"core":54},"/academy/sdr/what-is-a-crm","What Is a CRM and How Does It Work? (Everything a First Job Uses)","A CRM is the database where every lead, account, and touch lives — the single source of truth for your sales activity and the place your pipeline is tracked. For a first sales job, knowing what a CRM is matters less than how you use it: log as you go, keep stages honest, and never let the record drift from reality. This page explains what a CRM does and gives you the data-hygiene habits that keep your pipeline trustworthy.",2,"order",true,{"path":56,"title":57,"description":58,"module":14,"order":59,"kind":53,"practiceCall":24,"core":60},"/academy/sdr/hubspot-vs-salesforce","HubSpot vs Salesforce for a New Rep: Which CRM Should You Learn?","Salesforce and HubSpot are not better-versus-worse — they're built for different companies. Salesforce is the enterprise standard: powerful, deeply customizable, and admin-heavy. HubSpot is the easy-start favorite: marketing and sales in one, quick to adopt, popular at smaller and mid-market companies. This page compares them from a rep's perspective so you know which one a job will expect and how to prep for either.",4,false,{"slug":62,"title":63,"shortTitle":64,"crumb":65,"path":66,"positioning":67,"totalLessons":68,"modules":69},"sdr","Certified Sales Development Representative (CSDR)","SDR/BDR Certification","SDR Certification","/academy/sdr","The free certification for getting your first sales job — no degree, no experience, no upsell.",58,[70,75,78,82,86,90,93,96,99],{"id":71,"name":72,"lessonCount":73,"description":74},1,"The Role",6,"What an SDR actually does, whether it’s for you, and the sales career path it opens — 6 core lessons.",{"id":52,"name":76,"lessonCount":15,"description":77},"Getting In With No Experience","Land your first sales job with no experience or degree — a 30-day plan — 3 core lessons.",{"id":15,"name":79,"lessonCount":80,"description":81},"Prospecting and Research",8,"Find the right accounts and contacts to reach — 8 lessons.",{"id":59,"name":83,"lessonCount":84,"description":85},"Cold Calling",11,"Make cold calls without freezing up — 11 core lessons.",{"id":87,"name":88,"lessonCount":80,"description":89},5,"Cold Email and LinkedIn","Write cold emails and LinkedIn messages that get replies — 8 core lessons.",{"id":73,"name":91,"lessonCount":87,"description":92},"Conversations: Discovery and Qualification","Run discovery calls and qualify real buyers — 5 core lessons.",{"id":14,"name":94,"lessonCount":15,"description":95},"The Tool Stack","The tools that run an SDR’s daily workflow — 3 core lessons.",{"id":80,"name":97,"lessonCount":73,"description":98},"Money: Comp, Commission and Quota","SDR salary, OTE, commission and quotas — 6 lessons.",{"id":100,"name":101,"lessonCount":80,"description":102},9,"Getting Hired","Resume, interview answers, offer negotiation, and the certification assessment — 8 lessons.",1792888520004]