Explain the factors that influence sales metrics, KPIs and business challenges.
Explain common sales processes and key considerations.
Describe the common marketing processes and key implementation considerations.
Given a scenario, determine how to facilitate a successful consulting engagement (plan, gather
requirements, design, build, test, and document).
Given a scenario, determine appropriate sales deployment considerations.
Given a scenario, measure the success of a Sales Cloud implementation project.
Given a set of requirements, design an end-to-end sales process from lead to opportunity to quote to close to order.
Given a scenario, analyze customer requirements to determine an appropriate solution design considering
capabilities, limitations, and design trade-offs.
Given a scenario, identify an appropriate approach when designing the lead conversion process.
Describe the implementation considerations when designing a sales process. (validation rules, automation,
record types, page layouts, and triggers).
Given a scenario, determine when it is appropriate to include custom application development or a
Describe the appropriate use cases for Account and Opportunity Teams and the effect on sales roles,
visibility, access, and reporting.
Explain the capabilities and use cases for Enterprise territory management.
Explain the capabilities, use cases and design considerations when implementing Orders.
Explain the capabilities, use cases and design considerations of Salesforce mobile applications pertinent to the sales process.
Explain the capabilities and use cases for Sales Cloud Einstein as it relates to the sales process.
Explain how marketing capabilities support the sales process.
Given a scenario, recommend appropriate methods for lead scoring and criteria for lead qualification.
Explain best practices for managing Lead data quality.
Describe the best practices for using lead automation tools and Campaign management.
Explain how the ownership of account and contact records drive visibility of related sales information such as opportunities, activities, etc.
Explain the various methods for establishing relationships between accounts and contacts.
Given a scenario, explain the impact of having an account hierarchy.
Given a scenario, explain the methods for populating and maintaining account and contact data using data enrichment tools.
Given a scenario, explain the use cases and implications for implementing person accounts.
Given a set of requirements, determine how to support different sales process scenarios.
Given a scenario, determine the relationships between sales stages, forecast and pipeline.
Describe the relationships between opportunities to assets, product line items and schedules, price books, quotes, contracts, campaigns, etc.
Given a set of requirements, determine the appropriate forecasting solution.
Describe the impact of multi-currency and advanced currency management on opportunities.
Given a scenario, determine the key features that help to enable and measure sales productivity and
Identify use cases and considerations for using email and productivity tools.
Given a scenario, identify the appropriate mobile solution to improve sales productivity.
Explain the use cases and best practices for using Chatter to enable collaboration in the Sales process.
Given a set of desired metrics, determine the appropriate report, dashboard or reporting snapshot
Describe the implementation considerations of multi-currency on reports and dashboards
Given a scenario, determine permissions and access to Reports and Dashboards
Explain the use cases and considerations for integrations common to Sales Cloud implementations.
Explain the use cases and considerations for data migration in Sales Cloud.
Given a scenario, analyze the implications and design considerations of large data and transaction
Explain how integration facilitates the exchange of data between Salesforce organizations.
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