Salesforce Sales-Cloud-Consultant Dumps

• Territory Management is the best solution for assigning sales Opportunities based on ZIP codes. Territory Management is a feature that allows sales organizations to structure their sales territories based on criteria such as geography, industry, product line, etc. A territory is a group of accounts and users that share common characteristics or business needs. By using Territory Management, sales teams can define territories based on ZIP codes and assign accounts and Opportunities to those territories automatically or manually.

• 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.

Dividing the development team into three units/tracks can help each line of business have dedicated resources and avoid conflicts or delays in delivering their solutions. This also allows each unit/track to have more autonomy and flexibility in managing their own projects and releases. Proposing a monthly executive steering committee can help align the business and technology stakeholders on the strategic direction, budget allocation, and development capacity of each line of business. This can also help resolve any issues or disputes that arise among different groups and ensure that the development team is not overloaded or underutilized.

This answer will allow CK to build a report that shows Accounts with open Opportunities that are missing Contacts, by using a cross filter to filter Accounts by related objects. A cross filter can show records that have or do not have related records, such as Accounts without Contacts. Official References: [Cross Filters]

• Using the Related List - Single component to display the Account’s Contracts on the Opportunity Lightning page is the best way to meet the requirement of viewing all contracts for the Account on the Opportunity record. A Related List - Single component is a Lightning component that shows a single related list of records from another object on a record page. A Contract is a record that represents an agreement between an Account and an organization for products or services sold or delivered by an organization. By using the Related List - Single component to display the Account’s Contracts on the Opportunity Lightning page, sales reps can easily see all contracts for the Account related to an Opportunity without having to navigate to another page or create another lookup field.

When a Salesforce admin assigns User A as the owner of an opportunity related to User B’s account, User A will have Read-Write access to the opportunity’s Account and its related contact records. This is because of the implicit sharing rules that grant access to parent and child records based on the organization-wide default settings. Since the organization-wide default setting for Account is set to Private, users are unable to see each other’s accounts by default. However, when a user owns an opportunity that is related to another user’s account, the user gains Read-Write access to that account and its related contacts, regardless of the sharing settings for those objects. This ensures that the user can view and edit the account and contact information that is relevant to their opportunity.

Lead to Opportunity Conversion Rate is a metric that measures how many leads are converted into opportunities in relation to the total number of leads generated or processed in a given period. This metric can help evaluate the quality of leads and the effectiveness of lead qualification processes by showing how well leads are turning into potential sales. A high Lead to Opportunity Conversion Rate indicates that the leads are well-targeted, qualified, and nurtured, and that the sales team is following up on them promptly and persuasively. A low Lead to Opportunity Conversion Rate may suggest that the leads are poorly sourced, unqualified, or neglected, and that the sales team is missing out on opportunities.

• 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.

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.

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.

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.

These are two considerations that the consultant should take into account when deciding on the timing of the release. Testing changes in a Full Sandbox can help ensure that the changes work as expected and do not cause any errors or conflicts in Production. Installing a new incentive management package along with Territory Management changes may introduce high risk to the deployment, as both changes can affect sales performance, reporting, forecasting, and compensation. It may be advisable to stagger the releases or perform them during off-peak hours to minimize the impact on users and business operations.

This is the recommended data migration sequence for the objects because it follows the order of dependencies and relationships among them. Accounts should be migrated first because they are the parent object of many other objects. Opportunities should be migrated next because they are related to Accounts and Products. Contacts should be migrated after Accounts because they are also related to them. Products should be migrated before Product Line Items because they are the parent object of them. Product Line Items should be migrated after Opportunities and Products because they are related to both of them. Cases should be migrated after Accounts and Contacts because they are related to them. Leads and Campaigns can be migrated last because they are not dependent on other objects2

To sell to both consumers and businesses with different Stages, the consultant should use Sales Processes and Record Types. A Sales Process is a set of stages that an opportunity goes through as it moves from creation to closure. 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 different Record Types for consumer and business sales, the consultant can assign different Sales Processes and page layouts to each Record Type. This way, the consumer sales team and business sales team can use different Stages for their opportunities.

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.

• 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.

• EAC a two-way sync for events and contacts means that EAC can synchronize events and contacts between Salesforce and the connected email and calendar applications, such as Gmail or Outlook. This minimizes the need for sales reps to manually create meetings and events that are stored on their calendars, as they will be automatically captured and displayed in Salesforce.
• EAC supports emails, events, and contacts means that EAC can capture these types of activities from the connected email and calendar applications and display them in Salesforce. This allows sales reps to view and track their interactions with customers without having to manually log them in Salesforce.

These are two aspects that a consultant should consider for migrating Territory Management to a new structure for the upcoming fiscal year. Territories can inherit assignment rules from other territories higher in the model, which can simplify the process of assigning accounts and users to multiple territories. Only one territory model can be active at any given time, which means that you need to deactivate the current model before activating the new one, and ensure that there is no gap in territory coverage. Verified References:

• https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 22)
• https://help.salesforce.com/s/articleView?id=sf.customize_territories.htm&type=5

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.

Sales reps and sales operations are two groups that should provide content for the use cases for sales processes. A use case is a description of how users perform tasks or achieve goals using a system or process, such as creating an opportunity or closing a deal. A use case typically includes information such as actors, preconditions, postconditions, main flow, alternative flows, and exceptions. Sales reps are the primary users of sales processes, so they should provide content for the use cases based on their experience and needs. Sales operations are responsible for designing and optimizing sales processes, so they should provide content for the use cases based on their analysis and best practices.

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

A cross filter is a feature that allows users to filter a report by related objects and their fields, such as accounts with or without opportunities. A cross filter can be added to any report type that supports cross filters, such as accounts, contacts, leads, or opportunities. By using a cross filter, Universal Containers can build a report that shows accounts with opportunities that are missing contacts, such as accounts with opportunities without contacts.

These are three steps for successful change and seasonal release management. Change and release management is the process of planning, testing, deploying, and communicating changes and updates to a system or process, such as Salesforce. Some steps for effective change and release management are:

• Communicate updates to end user: This step involves informing the end users about the changes and updates that are coming, why they are important, how they will affect their work, and when they will be available. This can help increase user awareness, adoption, and feedback.
• Create an org development model: This step involves defining the roles, responsibilities, tools, and environments for developing, testing, and deploying changes and updates. This can help ensure quality, consistency, and security of the system or process.
• Collect input from stakeholders: This step involves gathering feedback and suggestions from the stakeholders who are affected by or involved in the changes and updates, such as users, managers, customers, or partners. This can help identify needs, requirements, issues, or risks of the system or process.

• Using a Roll-up Summary field from the Opportunity to the Account is the best way to meet the requirement of showing the total values of open opportunities on account records when enabling Advanced Currency Management. 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 using a Roll-up Summary field from the Opportunity to the Account, Cloud Kicks can display the sum of the open opportunity amounts on each account record, and use the dated exchange rates to convert the currency amounts based on the close date of the opportunities.

Revenue Schedules are a feature that allow users to track the revenue and quantity of products over time, such as for subscription or installment payments. Revenue 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. By using Revenue Schedules, Universal Containers can capture the installment payment plan details for each product, such as the number of installments, the amount per installment, and the frequency of installments. This can help the finance department forecast the revenue and cash flow from each opportunity more accurately.

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.

This solution will meet the requirement by allowing Universal Containers to divide the revenue of the closed Opportunities between sales reps that worked on the deal and credit technical sales managers for their support. Enabling Opportunity splits will allow sales reps to share credit for an Opportunity with other team members based on their contribution or involvement in closing a deal. Revenue splits will allow sales reps to divide a percentage of an Opportunity’s amount among team members who helped generate revenue for that Opportunity. Overlay splits will allow sales reps to give credit to team members who provided assistance or support for that Opportunity without generating revenue directly.

Enhanced Folder Sharing is a feature that allows users to share reports and dashboards with other users, groups, roles, or territories based on different access levels, such as view, edit, or manage. This can help sales reps find the reports and dashboards that are relevant to them by organizing them into folders and granting access to the appropriate users. Enhanced Folder Sharing also supports inheritance, which means that users who have access to a folder also have access to its subfolders.

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.

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 two groups should provide content for the use cases for Sales Processes for Cloud Kicks. Sales reps are the primary users of the Sales Processes and they can provide information about their daily activities, challenges, needs, and expectations. Sales operations are responsible for designing, implementing, and managing the Sales Processes and they can provide information about the business requirements, best practices, metrics, and goals.

• Updating a custom field using automation and creating a report and dashboard are the two steps required to create a solution for showing the percentage of opportunities in a certain stage that were eventually closed won. A custom field is a field that can be added to an object to store additional information that is not available in the standard fields. Automation is a way of executing actions or tasks based on certain criteria or triggers, such as workflows, process builder, flows, etc. A report is a tool that displays data from one or more objects in a tabular or graphical format. A dashboard is a tool that displays data from one or more reports in a visual way, such as charts, gauges, tables, etc.
• By creating a custom field on the Opportunity object that stores the stage value when the Opportunity is closed won or closed lost, and updating this field using automation whenever the stage changes, sales managers can track the original stage of each closed Opportunity. By creating a report and dashboard that show the percentage of closed won Opportunities by their original stage, sales managers can see how effective each stage is in leading to successful deals.

• Account relationships are visible from Person Account records and Account Hierarchy displays only the Accounts users have Read permission to view are two considerations that the consultant should take into account when showing Account relationships to sales reps and reporting on them. Account relationships are connections between Accounts that indicate how they are related to each other, such as parent-child, partner, competitor, etc. Account Hierarchy is a feature that shows how Accounts are related in a tree structure based on their parent-child relationship. Account relationships are visible from Person Account records, meaning that sales reps can see how Person Accounts are related to other Accounts from their record page. Account Hierarchy displays only the Accounts users have Read permission to view, meaning that sales reps can only see the Accounts they have access to in the hierarchy.

When implementing sharing rules, the consultant should explain the following considerations to CK:

• CK can expand access beyond the organization-wide default levels with sharing rules. Sharing rules are used to grant additional access to records based on record ownership, criteria, or territory.
• Organization-wide defaults must be Public Read Only or Private to create sharing rules. Sharing rules cannot be created for objects with Public Read/Write or Public Read/Write/Transfer organization-wide defaults.
• When multiple sharing rules are assigned, the user is assigned the least restrictive access. For example, if one sharing rule grants Read-Only access and another sharing rule grants Read/Write access to the same record, the user will have Read/Write access.

• Viewing the territory forecasts as a single-page summary and sharing the forecast with any Salesforce user are two actions that forecast managers can perform. A territory forecast is a forecast that shows how much revenue is expected from a specific territory or group of territories. A single-page summary is a view of the territory forecast that displays all the territories in the hierarchy and their forecast amounts in one page. Forecast managers can use this view to compare and analyze the performance of different territories at a glance. Forecast managers can also share their forecasts with any Salesforce user who has access to the same forecast type, regardless of their role or territory assignment. This allows them to collaborate and communicate with other users about their forecasts.

To convert a lead into a Person Account, the Company field must be populated with ‘Person’. This indicates that the lead is an individual consumer and not a business account. If the Company field is left blank, the lead conversion will fail.

This answer will allow CK to enable representatives to view the individual team member’s split percentage, where the split percentage is less than 100% of the revenue amount. An opportunity revenue split is a type of opportunity split that allows reps to divide the revenue amount among opportunity team members based on their contribution or role in the sales process. Official References: [Opportunity Splits]

Revenue Schedules allow you to recognize revenue from a product over a period of time, rather than at the time of sale. You can create revenue schedules for products that are paid in instalments, and specify the amount and date of each instalment. This can help the finance department forecast the revenue more accurately and easily. Verified References:

• https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 15)
• https://help.salesforce.com/s/articleView?id=sf.forecasts3_revenue_schedule.htm&type=5

• Showing a leaderboard on the regional sales dashboards highlighting account executives who have held the most prospect meetings is an action that would help support the sales teams and foster friendly competition between them. A leaderboard is a visual display that shows the ranking of individuals or groups based on a certain metric or performance indicator. A regional sales dashboard is a tool that shows data from one or more reports related to a specific region or market in a visual way, such as charts, gauges, tables, etc. A prospect meeting is an activity that represents an interaction with a potential customer who has shown interest in a product or service. By showing a leaderboard on the regional sales dashboards highlighting account executives who have held the most prospect meetings, the new employee can motivate and incentivize the sales teams to increase their prospecting efforts and activities, which can lead to more sales.

Salesforce Maps is a feature that allows users to visualize and optimize their sales territories and activities on interactive maps. Users can also access various data sources to enrich their maps with additional information, such as demographics, weather, traffic, or business data. The Demographic Context data source is one of the data sources that users can add to their maps to display income ranges for regions within their territories, such as zip codes, counties, or states. This can help sales reps determine the best neighborhoods to canvas based on the household income range of their potential customers.

The Data Import Wizard and the Data Loader are both tools that can import data into Salesforce and assign records to a queue or run an active assignment rule1. The Data Import Wizard can import up to 50,000 records at a time, while the Data Loader can import up to 5 million records at a time2. Both tools can also prevent duplicates by matching records based on external IDs or Salesforce record IDs3.

These are three steps that a consultant should complete to prepare for a successful engagement during the Discovery phase of a project. Establishing project goals can help align the expectations and priorities of the stakeholders and the project team, and provide a clear direction for the project. Defining sales processes can help understand the current and desired state of the customer’s business operations, and identify the gaps and opportunities for improvement. Defining success metrics can help measure the impact and value of the project, and evaluate the progress and outcomes of the project. Verified References:

• https://developer.salesforce.com/resources2/certification-site/files/SGCertifiedSalesCloudConsultant.pdf (page 18)
• https://trailhead.salesforce.com/en/content/learn/modules/consulting_skills_for_salesforce_professionals/discover-the-customer-situation

Creating a dashboard component and scheduling the dashboard to refresh monthly can help the VP of sales determine the number of closed deals on a monthly basis and compare the month-over-month results. A dashboard is a visual display of key metrics and trends for records in Salesforce. A dashboard component is a chart, table, metric, or gauge that shows data from a source report. Users can create a dashboard component that shows the number of closed deals for each month based on a report that filters opportunities by stage and close date. Users can also schedule the dashboard to refresh monthly, so that it always shows the latest data. Scheduling a reporting snapshot of the Opportunity History object to run monthly can also help the VP of sales determine the number of closed deals on a monthly basis and compare the month-over-month results. A reporting snapshot is a report that captures data at a specific point in time and stores it in a custom object. Users can create a reporting snapshot that captures data from the Opportunity History object, which tracks changes in amounts or stages for opportunities, and stores it in a custom object with fields such as Month, Year, Stage, and Count. Users can then schedule the reporting snapshot to run monthly, so that it always captures the latest data.

• Enabling the Person Accounts feature is irreversible is something that the consultant should consider when evaluating Person Accounts. Person Accounts are a type of account that represent individual consumers rather than business accounts. Enabling Person Accounts is a permanent action that cannot be undone or deactivated once it is done. Therefore, the consultant should carefully evaluate the pros and cons of using Person Accounts and make sure that Cloud Kicks understands the implications and limitations of this feature before enabling it.

• Building a custom report on Opportunity with custom summary formulas to show win/loss ratio is the best way to meet the requirement of measuring the win ratio for all of the sales associates. A custom report is a report that can be created and customized by users based on their needs and preferences. A custom summary formula is a formula that can be added to a report to calculate values based on the report data, such as sums, averages, percentages, etc. A win/loss ratio is a metric that measures the percentage of closed won Opportunities out of all closed Opportunities. By creating a custom report on Opportunity with a custom summary formula that calculates the win/loss ratio, managers can easily see the performance of their sales associates.

A. Create criteria-based opportunity sharing rules for each product line. This allows you to specify criteria for sharing an Opportunity with a specific user or group of users. For example, you could create a rule that shares an Opportunity with the product engineer when the Opportunity has a certain product line assigned to it. B. Enable Default Opportunity Teams for the Opportunity. This allows you to set a default Opportunity Team for an Opportunity, which will automatically assign the product engineer to the Opportunity when it is created. This is useful when you need to assign a specific user to multiple Opportunities.