Sales-Cloud-Consultant Certified Salesforce Sales Cloud Consultant (WI24) Questions and Answers

Selecting the Split View option from the ‘My Opportunities’ list view can help sales reps see all of their current opportunities and their full details with a minimal amount of navigation or clicks. The Split View option displays a collapsible panel on the left side of the screen that shows a list of records, such as opportunities, and a main panel on the right side that shows the details of a selected record. Sales reps can easily switch between different records by clicking on them in the left panel, without leaving or refreshing the page.

This is the approach that the consultant should use for the source data migration. Accounts, Contacts, and Opportunities are related objects in Salesforce, and they have dependencies based on their lookup or master-detail relationships. Accounts are parent objects of Contacts and Opportunities, so they should be migrated first. Contacts are child objects of Accounts and parent objects of Opportunity Contact Roles, so they should be migrated second. Opportunities are child objects of Accounts and parent objects of Opportunity Products and Opportunity Splits, so they should be migrated last. Verified References: [Data Migration Best Practices]

• Account Roll-up Summary fields will update from the Opportunity object is something that Cloud Kicks should consider when enabling Advanced Currency Management in its Salesforce org. A Roll-up Summary field is a field that calculates values from related records, such as count, sum, min, max, etc. Advanced Currency Management is a feature that allows users to enable dated exchange rates and track historical exchange rates in Salesforce. By enabling Advanced Currency Management, Cloud Kicks can use dated exchange rates to convert currency amounts based on specific dates or ranges of dates. When using dated exchange rates, Account Roll-up Summary fields will update from the Opportunity object based on the close date of the opportunities, regardless of whether the opportunities are open or closed.

Creating retailer and distributor lead processes can help CK follow two different lead qualification processes before converting leads into opportunities, as it allows them to define different sets of picklist values for the Status field for each lead type. A lead process is a collection of stages that represent the steps that users take to qualify leads, such as Open, Contacted, Qualified, or Converted. Creating Status picklist values specific to each lead type can also help CK follow two different lead qualification processes, as it allows them to customize how they track and measure their progress with different types of leads. For example, they may have different criteria or actions for qualifying a retailer lead versus a distributor lead. Creating distributor and retailer lead record types can also help CK follow two different lead qualification processes, as it allows them to assign different page layouts, processes, and business logic for each lead type. A record type is a way to categorize records based on different business requirements or user profiles.

• Using custom price books for domestic and international customers is the best way to improve usability for account executives who find the standard price book difficult to use because of different currencies and country-specific product variations. A price book is a list of products and their prices that account executives can use when creating opportunities. A custom price book is a price book that can be created and customized by users based on their needs and preferences. By using custom price books for domestic and international customers, account executives can easily select the appropriate price book for each opportunity based on the customer’s location, currency, and product requirements.

• Salesforce Files is the best feature to store .pdf documents in Sales Cloud to help the sales team learn about new products. Salesforce Files are files that can be uploaded and attached to records or shared with other users in Salesforce. Salesforce Files support various file types and formats, including .pdf documents. By using Salesforce Files, Cloud Kicks can store .pdf documents in Sales Cloud and make them available for the sales team to access and view from any device.

These three reasons could explain the sales rep’s experience of being able to edit some opportunities associated with accounts they own, but not others. If the organization-wide defaults for opportunities are set to Private, then the sales rep can only edit the opportunities that they own or that are explicitly shared with them. If all provisioned Opportunity object permissions enable Read access with all accounts the sales rep owns, then the sales rep can view but not edit any opportunity associated with their accounts, regardless of who owns the opportunity. If some opportunities associated with the sales rep’s account are owned by other users, then the sales rep can only edit those opportunities if they have been shared with them or if they have a higher role in the role hierarchy than the owner.

Record types allow you to assign different page layouts, picklist values, and business processes to different users based on their profiles. You can create three record types for the three product lines, and assign them to the appropriate sales teams. You can also create three sets of opportunity stages that reflect the unique sales methodologies for each product line, and associate them with the corresponding record types. This can help you customize the Sales Cloud functionality for each product line and track their progress separately. Verified References:

• https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 17)
• https://help.salesforce.com/s/articleView?id=sf.customize_recordtype.htm&type=5
• https://help.salesforce.com/s/articleView?id=sf.customize_opptystages.htm&type=5

• Using Salesforce Maps, configure a Data Layer showing open opportunities is the best solution to meet the requirement of visualizing all open opportunities based on the location of the related Account. Salesforce Maps is a feature that allows users to view and manage their geographic data on an interactive map. A Data Layer is a layer of data that can be added to a map to show records from one or more objects based on filters and criteria. By using Salesforce Maps, configure a Data Layer showing open opportunities, Cloud Kicks sales representatives can see all open opportunities on a map based on the address fields of their related accounts, and perform actions such as creating tasks, logging calls, updating fields, etc.

This is the recommended solution for Cloud Kicks if they want to search and cross-reference records with the original source database after migrating 70 million records from a legacy database to the data warehouse that will be synced with Salesforce. Using a custom External ID field and mapping it to the source record ID value will allow Cloud Kicks to uniquely identify each record and match it with its corresponding record in the source database. A custom External ID field is a custom field that has the External ID attribute enabled, which means that it can be used as a unique identifier for data import or integration purposes.

When a quote is synced with an opportunity, any changes made to the quote line items are reflected in the opportunity line items, and vice versa. However, if a synced quote line item is deleted, the related opportunity line item remains unchanged. This means that the consultant should consider how to handle the discrepancy between the quote and the opportunity when implementing the custom fields.

User stories are a way of capturing requirements using an Agile methodology. User stories describe what a user wants to do, why they want to do it, and how it will benefit them. User stories are written from the user’s perspective, using simple and clear language. User stories can help the consultant understand the customer’s needs and priorities, and deliver value in small and frequent increments. Verified References:

• https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 19)
• https://trailhead.salesforce.com/en/content/learn/modules/agile-development-with-salesforce-dx/write-user-stories

Moving the invoice related list to a separate tab on the Lightning page can solve the issue of long rendering time, as it allows the account record to load faster without loading the invoice related list at the same time. The user can then click on the tab to view the invoice related list when needed. This also improves the user experience and the page layout by reducing clutter and scrolling.

Instructing sales reps to follow their opportunities and using Flow with a scheduled action and an email alert are two solutions that can meet the requirement of sending a notification to sales reps when their opportunities remain open past the close date. Following an opportunity allows sales reps to receive updates and reminders about the opportunity in their Chatter feed. Flow with a scheduled action and an email alert allows you to automate the process of sending an email notification to sales reps based on a time-based condition, such as the close date. Verified References:

• https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 21)
• https://help.salesforce.com/s/articleView?id=sf.collab_feed_follow_records.htm&type=5
• https://help.salesforce.com/s/articleView?id=sf.flow_concepts_scheduled_start.htm&type=5

Opportunity Splits allow users to divide credit for an opportunity among multiple sales reps who contribute to closing it. Users can specify how much revenue or quantity each sales rep receives from an opportunity, either as a percentage or an amount. Opportunity Splits can be enabled from Setup, and they require that Opportunity Teams are also enabled. Users can then add or edit Opportunity Splits from the Opportunity Splits related list on Opportunity page layouts.

Inbox is a suite of email productivity tools that integrates Salesforce with Outlook or Gmail. With Inbox, sales reps can sync their calender events between Salesforce and their email application, and log emails with related records in Salesforce without leaving their inbox. This way, they can easily track their customer interactions and report on them in Salesforce.

• Record Types are a capability that enables the use of custom fields, contextual validation rules, and varied layouts for different types of campaigns. A record type is a way to offer different business processes, picklist values, and page layouts to different users based on their profiles. By creating record types for trade shows and customer webinars, Cloud Kicks can track different details for these types of campaigns by using custom fields, such as location, budget, attendance, etc. Cloud Kicks can also enforce contextual validation rules, such as requiring certain fields or values depending on the record type. Cloud Kicks can also display varied layouts for each record type, such as showing or hiding certain fields or sections based on the campaign type.

Salesforce Trust is a website that provides information about the performance, security, compliance, and maintenance of the Salesforce platform. Users can check for scheduled system maintenance on Salesforce Trust by selecting their instance and viewing the maintenance calendar. Users can also subscribe to receive notifications about maintenance events via email or RSS feed.

• Unchecking the Grant Access Using Hierarchies checkbox in Sharing Settings for the Complaints object and creating a criteria-based sharing rule that grants Read/Write access to the Complaints Specialist public group are two options that can meet the requirements of restricting access to Complaint records to only users within the Complaints Specialist public group. Grant Access Using Hierarchies is a setting that determines whether users above a record owner in the role hierarchy can access that record. By unchecking this setting for the Complaints object, the consultant can prevent managers or other users higher in the role hierarchy from viewing or editing Complaint records that they do not own. A criteria-based sharing rule is a rule that grants access to records that meet certain criteria, such as field values, record types, etc. By creating a criteria-based sharing rule that grants Read/Write access to the Complaints Specialist public group, the consultant can ensure that only users in this group can view and edit any Complaint record, regardless of who owns it.

Contact roles on the Opportunity object allow sales executives to identify the contacts who are involved in the sales process and their roles, such as decision maker or influencer4. This helps sales executives prioritize their interactions with existing contacts and track their influence on the opportunity.

To show sales operations what the data will look like after the territory account assignments are changed, the consultant should run the updated assignment rules in planning State and view the accounts on the territory detail page. Assignment rules are used to assign accounts to territories based on criteria such as account location, industry, or revenue. By running the assignment rules in planning State, the consultant can preview the results of the rules without actually changing the account ownership or visibility. The consultant can then view the accounts on the territory detail page to see which accounts are assigned to which territories.

Creating a Slack channel to gather and discuss feedback from users is a good way to improve the rate of user adoption after a Sales Cloud implementation. A Slack channel can provide a platform for users to share their opinions, suggestions, questions, and issues about the new solution. It can also help the consultant and the leadership team to monitor user sentiment, address user concerns, and provide support and guidance. Verified References:

• https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 20)
• https://trailhead.salesforce.com/en/content/learn/modules/sales_admin_user_adoption/sales_admin_user_adoption_feedback

Advanced Currency Management allows you to specify different conversion rates for different time periods, such as monthly or quarterly, and use them in reports and forecasts. This can help you generate accurate reporting that reflects the currency fluctuations over time. Org-wide reporting can also display deal values in different currencies based on the user’s preference or the corporate currency. Verified References:

• https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 14)
• https://help.salesforce.com/s/articleView?id=sf.admin_currency.htm&type=5

Account Teams are groups of users who work together on an account and its related records, such as opportunities, contracts, and cases. Account Teams allow users to share different levels of access to accounts and associated records based on their team roles and responsibilities. For example, a sales rep may have full access to an account and its opportunities, while a customer service agent may have read-only access to the account and full access to its cases.

• Creating an Opportunity History report for open pipeline Opportunities in a given date range is the best way to meet the requirement of providing visibility on sales pipeline changes on a monthly basis. An Opportunity History report is a report that shows how opportunities have changed over time based on historical data, such as stage, amount, probability, etc. An open pipeline Opportunity is an opportunity that has not been closed yet and has a positive amount and probability. A date range is a filter that limits the report data to a specific period of time, such as last month, this month, next month, etc. By creating an Opportunity History report for open pipeline Opportunities in a given date range, Universal Containers’ sales operations team can track and compare how the sales pipeline has changed from month to month based on different metrics and dimensions.

• Adoption Dashboards Pack is the best feature to measure core Sales Cloud record data and track data trends and adoption after implementing Sales Cloud for a mid market sales team. Adoption Dashboards Pack is a package that contains pre-built dashboards and reports that show how users are adopting and using Salesforce features and functionalities, such as creating and updating records, logging activities, running reports, etc. By using Adoption Dashboards Pack, Universal Containers sales management can monitor and analyze core Sales Cloud record data such as accounts, contacts, opportunities, etc., and see how they change over time and across different dimensions.

Configuring Path by checking the key field required checkbox can ensure that opportunity stage reports always contain the data managers expect, as it makes certain fields mandatory for users to fill in before they can move an opportunity to a specific stage. Path is a feature that guides users through a set of stages for a particular business process, such as opportunity sales stages. Users can see key fields and guidance for each stage, and update them as they progress along the path. Marking fields as required on the page layout can also ensure that opportunity stage reports always contain the data managers expect, as it prevents users from saving an opportunity record without entering values for those fields. Page layouts control how fields, related lists, and other components are arranged on a record detail or edit page.

reCAPTCHA is a service that protects websites from spam and abuse by using a simple test to verify that users are human. By enabling reCAPTCHA verification in Web-to-Lead settings, the customer can prevent bots from submitting web-to-lead forms and creating unwanted leads.

Schedules on the Product object allow users to track the revenue and quantity of products over time, such as for subscription or installment payments. Schedules can be enabled for any product that has a schedule type of Revenue or Quantity, and they can be customized to match the payment terms of each opportunity.

When Account Teams are enabled and used for an account, Sales Rep A can grant Read access on the account’s cases to Sales Rep B by adding Sales Rep B as a team member on the account and assigning a team role that has Read access to cases. Sales Rep A can also allow Sales Rep B to view one of the opportunities on the account by adding Sales Rep B as a team member on that opportunity and assigning a team role that has at least Read access to opportunities.

The Insert Availability feature in Salesforce Inbox allows sales reps to share their available time slots with prospective clients via email, and let them book a meeting with a single click. This eliminates the back-and-forth communication and manual coordination of finding a suitable time for both parties. The booked meeting is then automatically added to the sales reps’ Salesforce calendar and synced with their Outlook or Gmail calendar.

• Enabling parenthetical currency conversion is the best way to allow the sales team to report on Australian deal values in U.S. Dollars (USD). Parenthetical currency conversion is a feature that displays converted currency amounts in parentheses next to the original currency amounts in reports and dashboards. For example, if an opportunity has an amount of 10,000 Australian Dollars (AUD), and the corporate currency is USD, enabling parenthetical currency conversion will show the amount as 10,000 AUD (7,500 USD) based on the exchange rate. By enabling parenthetical currency conversion, the sales team can easily see and compare Australian deal values in USD without having to manually calculate them.

• Defining and submitting a change order for the new items is the best way to proceed when a topic is highlighted that requires additional work outside of scope during a Discovery session at Cloud Kicks. A change order is a document that describes changes to an existing project scope, deliverables, timeline, costs, or responsibilities that have been agreed upon by both parties involved in a project. A change order also specifies how these changes will affect the original project plan and contract terms. By defining and submitting a change order for the new items, the consultant can ensure that Cloud Kicks is aware of and approves of the additional work required and how it will impact their project.

To migrate all the sales data into CK’s Salesforce instance, the consultant should recommend the following data migration sequence for the objects:

• Accounts
• Opportunities
• Contacts
• Products
• Product Line Items
• Cases
• Leads
• Campaigns

This sequence ensures that all the parent records are created before their child records, and that all the lookup and master-detail relationships are preserved. For example, an opportunity must have an account before it can be created, and a product line item must have an opportunity and a product before it can be created.

Salesforce High Velocity Sales is a product that should be recommended for Cloud Kicks if they want to have their supervisors coach the consultants based on the call transcripts. High Velocity Sales is a set of tools that helps sales reps sell faster and smarter by providing them with best practices, automated tasks, and insights. One of the features of High Velocity Sales is Einstein Call Coaching, which uses artificial intelligence to analyze call transcripts and provide feedback and guidance to sales reps and managers.

These are two guidelines to consider when cloning an order with products. An order is a confirmation of a sale that lists products sold or services rendered to a customer, along with prices and terms of delivery or service. An order can be cloned to create an exact copy of an existing order with all its products and schedules, which can save time and reduce errors when processing repetitive orders. However, there are some limitations and considerations when cloning an order, such as:

• A new order’s currency or price book will remain the same if the original order has products. This means that users cannot change these fields when cloning an order that has products, as they are determined by the products on the order.
• A cloned order’s start date must fall between the associated contract’s start and end dates. This means that users cannot set a start date for a cloned order that is outside the validity period of the contract that the order is linked to, as this would violate the contract terms.

Sales quotas are the revenue or quantity goals that are assigned to users, teams, or territories for a specific time period. Quotas can be configured manually or imported from a CSV file, and they can be viewed and edited on the Quotas page or on reports. Quota attainment is the percentage of quota achieved by a user, team, or territory for a given period. Quota attainment can be compared with forecast amounts on the forecast page or on reports, to track the sales team’s performance against their goals.

These answers are some of the insights that Einstein Opportunity Insights can provide to help CK improve its sales productivity. Sentiment analysis can detect the tone and mood of emails between reps and prospects, follow-up reminders can prompt reps to take action on stalled opportunities, and key moments can highlight important events or changes in opportunities.

• Mapping the ERP unique ID to a custom external ID unique number field is the best way to meet the requirement of organizing data using the unique ID that is a number type in the ERP. An external ID is a custom field that has the “External ID” attribute, meaning that it contains unique record identifiers from a system outside of Salesforce. A unique number field is a custom field that has the “Unique” attribute, meaning that it does not allow duplicate values in the field. By mapping the ERP unique ID to a custom external ID unique number field, Cloud Kicks can use this field to match records during data import or update operations, avoid duplicate records or incorrect data, and maintain data integrity between Salesforce and the ERP system.

Einstein Activity Capture is a Salesforce feature that automatically syncs emails and events from Office 365 (or Gmail) to Salesforce. Users do not need to install anything on their computers, as the feature works in the cloud. Users can also choose which emails and events to sync, and relate them to contacts, accounts, opportunities, or other records in Salesforce. Einstein Activity Capture can help users save time and keep track of their customer interactions. Verified References: [Einstein Activity Capture]

• Utilizing an application from the AppExchange is the easiest and most secure way to process customer credit card payments within Salesforce. There are many applications that offer this functionality, such as Chargent, Stripe, or PayPal. These applications integrate with Salesforce and allow sales operations team to charge customers directly from their records, without having to write any code or store any sensitive data in Salesforce.

This solution should be recommended for Cloud Kicks if they have a complicated sales process and their sales reps often have difficulty deciding when to move opportunities through various stages. Activating Path and adding up to five key fields and Guidance for Success will allow Cloud Kicks to provide their sales reps with a visual representation of the sales process stages and helpful tips and resources for each stage. Path is a feature that helps sales reps move records along predefined steps by displaying key fields and guidance on each step. Guidance for Success is a customizable section on Path that can include text, links, images, or videos to assist sales reps in completing tasks or achieving goals at each stage.

• Setting obtainable metrics, goals, and milestones for the deadline is the best way to meet the requirement of tracking accounts, contacts, and opportunities before the global conference in 4 months. Metrics are measures of performance or progress that can be quantified and tracked. Goals are desired outcomes or results that can be achieved by following a plan or strategy. Milestones are significant events or stages that mark the completion of a part of a project or a goal. By setting obtainable metrics, goals, and milestones for the deadline, the consultant can ensure that the Sales Cloud implementation is realistic, manageable, and aligned with the client’s expectations and needs.