SALES CLOUD CONSULTANT STUDY GUIDE

Explain the factors that influence sales metrics, KPIs and business challenges.

• Measure Sales Metrics that matter (5 mins)
• Select your Sales Metrics (15 Mins)
• Perfect Sales Dashboard Should Have These 12 Metrics (10 Mins)
• Skyrocket Your Sales With Better Metric Implementation (10 Mins)
• Sales & Marketing Alignment: 8 Metrics that matter (5 Mins)

Explain common sales processes and key considerations.

• Why you need a Sales process? (5 Mins)
• Top 10 Sales Methodologies & how they work (15 Mins) 
• Beginner’s guide to 7 steps of Sales Process (10 Mins)
• Solution Selling (5 Mins)
• Sales Process Map (10 Mins)
• Navigating the Sales Process Free Ebook (5 Mins)
• How to Define Your Sales process? (10 Mins)
• Leads & Opportunities for Salesforce Classic (30 Mins)

Describe the common marketing processes and key implementation considerations.

• 7 Steps Involved In A Successful Marketing Process (15 MIns)
• The Marketing Process (30 Mins)

Given a scenario, determine how to facilitate a successful consulting engagement (plan, gather

requirements, design, build, test, and document).

• 5 Steps to a Successful Implementation (20 Mins)
• How to Set Up Successful Salesforce Implementation (40 Mins) 
• Plan Your Implementation (30 Mins)

Given a scenario, determine appropriate sales deployment considerations.

• Getting Started Implementation Guide (60 Mins)

Given a scenario, measure the success of a Sales Cloud implementation project.

• User Adoption Metrics (20 Mins)
• Salesforce Adoption Strategies (45 Mins)
• Beyond Login Rates:Three Key Areas for Measuring Adoption (10 Mins)

Given a set of requirements, design an end-to-end sales process from lead to opportunity to quote to close to order.

• Leads & Opportunities for Salesforce Classic (30 mins)

Given a scenario, analyze customer requirements to determine an appropriate solution design considering

capabilities, limitations, and design trade-offs.

• A Guide to Sharing Architecture (60 mins)

Given a scenario, identify an appropriate approach when designing the lead conversion process.

• Leads & Opportunities for Salesforce Classic -> Convert and Assign Leads (15 Mins)
• Lead Management Implementation Guide (80 Mins)
• What happens when I convert Leads?  (5 Mins)
• Considerations for converting Leads (10 Mins)
• Lead conversion field mapping (10 Mins)
• Qualify and Convert Leads Efficiently (Lightning Experience) (4 Mins)

Describe the implementation considerations when designing a sales process. (validation rules, automation,

record types, page layouts, and triggers).

• Lightning Experience Customization (160 Mins)
• Formulas & Validations (45 Mins)
• Customize a Salesforce Object (105 Mins)
• Apex Triggers (60 Mins)
• Process Automation Cheatsheet (10 Mins)
• Which automation tool do I use? (10 Mins)
• When should I use Apex? (5 Mins)
• Who Sees What: Record Types (Lightning Experience) (8 Mins)
• Introduction to Apex (41 Mins)

Given a scenario, determine when it is appropriate to include custom application development or a

third-party application.

• What is AppExchange? (5 Mins)
• Salesforce AppExchange Overview Demo (2 Mins)
• AppExchange Basics (45 Mins)
• Build Vs. Buy: Tips To Create The Perfect App Strategy (18 Mins)

Describe the appropriate use cases for Account and Opportunity Teams and the effect on sales roles,

visibility, access, and reporting.

• Set up Account Teams (10 Mins)
• Sell as a Team (10 Mins)
• Account Teams (30 Mins)
• Opportunity Teams (30 Mins)
• Team Selling Implementation Guide (45 Mins)

Explain the capabilities and use cases for Enterprise territory management.

• Territory Management Basics (55 Mins)
• Territory Management Best Practices (50 Mins)
• Enterprise Territory Management (60 Mins)
• Enterprise Territory Management Implementation Guide (90 Mins)

Explain the capabilities, use cases and design considerations when implementing Orders.

• Salesforce Orders (6 Mins)
• Orders (30 Mins)
• Setting Up Salesforce Orders (15 Mins)

Explain the capabilities, use cases and design considerations of Salesforce mobile applications pertinent to the sales process.

• Salesforce Mobile App Basics (35 Mins)
• Salesforce Mobile App Customization (95 Mins)
• Salesforce App Admin Guide (120 Mins)
• How to Build Salesforce1 Mobile App? (60 Mins)

Explain the capabilities and use cases for Sales Cloud Einstein as it relates to the sales process.

• Sales Cloud Einstein (105 Mins)
• Prioritize Leads with Einstein Lead Scoring (45 Mins)
• Sales Cloud Einstein Rollout Strategies (50 Mins)
• Sales Cloud Einstein Demo (2 Mins)
• Sales Cloud Einstein Basics (20 Mins)
• Sales Cloud Einstein: End-to-end Setup (21 Mins)

Explain how marketing capabilities support the sales process.

• Campaign Basics (55 Mins) 
• Campaigns (80 Mins)
• Campaign Hierarchy (10 Mins)
• 5 steps for Managing Campaigns (10 Mins)
• Campaign Management Implementation Guide (60 Mins)
• How to define a Sales-ready Lead? (5 Mins)
• 6 Keys to Sales & Marketing Alignment (20 Mins)
• Sales & Marketing alignment made easy (30 Mins)
• Sales & Marketing Alignment is easier than you think (2 Mins)

Given a scenario, recommend appropriate methods for lead scoring and criteria for lead qualification.

• Lead Qualification Tips (10 Mins)
• 5 Steps To Effective Lead Management (10 Mins)
• Sample Scoring Formulas (5 Mins)
• Basic Science Behind Lead Scoring (15 Mins)

Explain best practices for managing Lead data quality.

• Data Quality (60 Mins)
• Improve Data Quality for Sales and Support Teams (45 Mins)
• Duplicate Management (45 Mins)
• How to Manage Duplicate Records in Salesforce (30 Mins)
• Data Quality Analysis Dashboards (10 Mins)
• Manage Duplicate Records (30 Mins)
• 6 Steps Towards Top Data Quality (10 Mins)
• Managing Data Quality (10 Mins)

Describe the best practices for using lead automation tools and Campaign management.

• 15 Marketing Automation Best Practices to Drive Growth (10 Mins)
• Best Practices for Marketing Automation from 11 Experts (10 Mins)

Explain how the ownership of account and contact records drive visibility of related sales information such as opportunities, activities, etc.

• Sharing Default Access Settings (105 mins)
• Guidelines for Setting Up Default Account Teams (80 mins)
• Opportunity or Case access for a New Account Team Member (45 mins)
• Cannot add Account Team Members with read and write access to Cases or Opportunities (10 mins)

Explain the various methods for establishing relationships between accounts and contacts.

• Accounts and Contacts (20 mins)
• Contact to Multiple Accounts (20 mins)
• Contact Roles (20 mins)
• Relate Contact to multiple Accounts (10 mins)

Given a scenario, explain the impact of having an account hierarchy.

• Set up Account Hierarchy (5 mins)
• Considerations for Using Account Hierarchies (5 mins)

Given a scenario, explain the methods for populating and maintaining account and contact data using data enrichment tools.

• The Top 12 Tools to Maximize Salesforce Data (15 mins)

Given a scenario, explain the use cases and implications for implementing person accounts.

• Setting up Person Accounts (60 mins)

Given a set of requirements, determine how to support different sales process scenarios.

• Sales Process (8 Mins)
• Create a Sales Process & Use Opportunities (15 Mins)
• Sales Process Mapping (5 Mins)

Given a scenario, determine the relationships between sales stages, forecast and pipeline.

• Customize Forecast Categories (25 Mins)
• Forecast Categories (5 Mins)
• Opportunity Stage to Forecasts Category Mapping (5 Mins)

Describe the relationships between opportunities to assets, product line items and schedules, price books, quotes, contracts, campaigns, etc.

• Products, Quotes & Contracts (25 Mins)
• Introduction to Assets (7 Mins)
• Product Schedules (10 Mins)
• Campaign Influence (30 Mins)
• Converting Opportunity Line Items to Assets (5 Mins)
• Manage Price Books (15 Mins)

Given a set of requirements, determine the appropriate forecasting solution.

• Sales Territories and Forecasting (30 Mins)
• Collaborative Forecasts Setup (70 Mins)
• Collaborative Forecasts Configuration (70 Mins)
• Set Up Collaborative Forecasts (Project) (90 Mins)
• Difference Between Customizable & Collaborative Forecasting (10 Mins)
• Best Practices: Collaborative or Customizable Forecasting (5 Mins)
• Collaborative Forecasts Implementation Guide (90 Mins)
• Setting up Customizable Forecasting (15 Mins)
• Forecast Accurately With Collaborative Forecasts in Lightning Experience (6 Mins)

Describe the impact of multi-currency and advanced currency management on opportunities.

• How to enable Salesforce Multi-currency, and what are its implications? (10 Mins)
• Considerations For Enabling Multiple Currencies (10 Mins)
• Set Up the Exchange Rate (10 Mins)
• Advanced Currency Management (15 Mins)

Given a scenario, determine the key features that help to enable and measure sales productivity and

adoption.

• User Adoption Metrics (20 Mins)
• Salesforce Adoption Dashboards (10 Mins)

Identify use cases and considerations for using email and productivity tools.

• Outlook Integration (20 Mins)
• Connecting to Salesforce in Outlook (3 Mins)
• Gmail Integration (30 Mins)
• Outlook and Gmail Integration on Desktop (15 Mins)
• Connecting to Salesforce in Gmail (3 Mins)
• Sales Console (15 Mins)
• Step by Step Guide on Getting Started with Console (30 Mins)
• Supercharge Productivity With Lightning Console (34 Mins)
• Lightning Sales Console - Create the Ultimate Productivity Workspace (40 Mins)
• Help Users be More Productive (15 Mins)
• Lightning Experience Productivity (75 Mins)
• Lightning Dialer Trail (20 Mins)
• Lightning Dialer Article (10 Mins)
• Salesforce Lightning Dialer Video (2 Mins)
• Email (10 Mins)
• Email Templates (10 Mins)
• News (10 Mins)
• Activities: Tasks, Events & Calendars (15 Mins)
• Use Tasks to Boost Sales Productivity (5 Mins)
• Notes (10 Mins)
• Search in Salesforce (3 Mins)
• Send Personalized Emails to a Group (4 Mins)

Given a scenario, identify the appropriate mobile solution to improve sales productivity.

• Salesforce Mobile App (2 Mins)
• Salesforce Mobile App Basics (35 Mins)
• Use of Salesforce for Android and iOS Platform Versus Creation of Custom App (10 Mins)
• Enable 'Convert Leads' in Salesforce for Android and iOS (10 Mins)
• Enable Path in Salesforce for Android and iOS (10 Mins)
• Enable Email Approval Response (5 Mins)
• Salesforce App Notification Types (5 Mins)
• Work Offline with Salesforce App (10 Mins)
• Add Visualforce Pages to the Navigation Menu Unit (30 Mins)
• Approval Request Notifications in the Salesforce App (5 Mins)
• Salesforce App Help (40 Mins)

Explain the use cases and best practices for using Chatter to enable collaboration in the Sales process.

• Why Chatter is the Business Solution for Information Sharing & Collaboration (10 Mins)
• Collaborate Your Way to Success (10 Mins)
• Create Chatter Groups (10 Mins)
• Salesforce Chatter (15 Mins)
• Chatter Groups (10 Mins)
• Link to a Record From a Post or Comment (5 Mins)

Given a set of desired metrics, determine the appropriate report, dashboard or reporting snapshot

solution.

• Reports & Dashboards - Sales Cloud Demo (1 min)
• Getting started with Salesforce Reports & Dashboards (10 mins)
• Build a Report (4 mins)
• Filter Report Data (5 mins)
• Add Filter Logic (5 mins)
• How to Use Cross Filters (5 mins)
• Build a Dashboard (5 mins)
• Subscribe to Reports and Dashboards (3 mins)
• Master the New Lightning Report Builder (30 mins)
• Reporting Snapshots (15 mins)
• Historical Trend Reporting (10 mins)
• Reports & Dashboards for Lightning Experience (110 mins)
• Sales Reports for Lightning Experience (90 mins)

Describe the implementation considerations of multi-currency on reports and dashboards

• How to enable Salesforce Multi-currency, and what are its implications? (10 mins)
• Considerations for Enabling Multi-Currency (10 mins)

Given a scenario, determine permissions and access to Reports and Dashboards

• Manage Report and Dashboard Folders (3 mins)
• Access Levels for Report and Dashboard Folders (15 mins)

Explain the use cases and considerations for integrations common to Sales Cloud implementations.

• An Introduction: Integrating with the Salesforce Force.com Platform (15 Mins)
• Integrating with Salesforce - Overview (60 Mins)
• Apex Integration Services (120 Mins)
• Salesforce Connect (75 Mins)
• An Introduction to Salesforce to Salesforce (15 Mins)
• Integration Patterns and Practices (60 Mins)

Explain the use cases and considerations for data migration in Sales Cloud.

• Data Migration 101 (10 Mins)
• Data Management (40 Mins)
• Import and Export with Data Management Tools (40 Mins)
• Data Import: Clean Up Your Import File (6 Mins)
• Data Import: Clean and Prepare Your Data Using Excel (13 Mins)
• Data Import: Choosing the Right Tool (6 Mins)
• Data Import: Owner IDs and Parent IDs (8 Mins)
• Data Import: Best Practices for Importing Data (3 Mins)

Given a scenario, analyze the implications and design considerations of large data and transaction

volumes.

• Large Data Volumes (80 Mins)
• Best practices For Deployments With Large Data Volumes (80 Mins)
• 5 Steps to Effectively Managing Your Large Data Volumes in Salesforce (55 Mins)

Explain how integration facilitates the exchange of data between Salesforce organizations.

• An Introduction to Salesforce to Salesforce (15 Mins)
• Salesforce Connect (75 Mins)
• Selling with Sales Cloud Specialist (Trailhead Superbadge) (10 Mins)