Sales Cloud Consultant Certification Guide & Tips

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  • Mid-level
  • 2-5 years
  • Administrator
  • 200

Table of Contents

Certification Introduction

The Sales Cloud Consultant certification is designed for consultants who have experience implementing Salesforce Sales Cloud solutions in a customer-facing role. This exam zones into Salesforce’s most popular product, diving deep into all the features that make up the Sales Cloud. You should be prepared for a heavily scenario based certification.

The exam will test your knowledge on:

“Sonar”
  • Designing end-to-end sales process from lead to opportunity to quote to close to order – considering capabilities, limitations, and design trade-offs.
  • Leads: lead conversion, lead data quality, campaign management.
  • Account and Contacts: record visibility, relationships, account hierarchy, person accounts.
  • Opportunities: sales stages, forecast, pipeline. Multi-currency.
  • Opportunities related objects: assets, product line items and schedules, price books, quotes, contracts.
  • Enterprise Territory Management and Account/Opportunity Teams
  • Sales Cloud Einstein – capabilities and use cases
  • and more…

Who's the Ideal Candidate?

This exam is designed for customer facing consultants that have experience implementing Salesforce from scratch. Having said that, it is still very much applicable to Salesforce Admins that want to prove their advanced knowledge on the platform, and are dealing with slightly more complex Salesforce Org’s.

You might want to take this certification if you’re looking for a promotion, a change in jobs, or a move over from administration to consulting.

Key Topics

Salesforce Exams are made up of different topics, comprised of different weightings for each. It’s important to pay attention to these, as just a few sections will most likely take up the majority of the exam, such as the key topics below (Totalling 47% which is 28/60 questions).

1. Sales Cloud Solution Design 21%

The largest section on this exam with over 12 questions is designing Sales Cloud solutions. All of these questions will be scenario based, and will test your knowledge not only on the platform, but also understanding and translating business requirements into a solution. This will include everything from the lead stage of the process, and the way through Opportunity management, quoting, and fulfilling the order.

The features tested in this section will include, Account & Opportunity teams, Enterprise Territory Management, Orders & Salesforce Einstein. You will also need to identify when the Salesforce platform alone won’t solve the requirement, and you may need custom application development, or an AppExchange App.

2. Account & Contact Management 13%

Although Accounts & Contacts are a relatively simple concept, there are a lot of features that surround them that extend the functionality for more specific requirements. These include Account Hierarchies, Person Accounts & Related Contacts.

In addition, you will be expected to determine how ownership on accounts and contacts can drive visibility of records such as opportunities and activities.

3. Opportunity Management 13%

In addition to the main section of this exam, you will also be given another deep dive into Opportunities and related features. This will all be based on scenarios, and you will be tasked to propose the most appropriate solution.

You will be tested on a range of topics, but specifically the relationships between a few interconnected features. Such as the relationships between sales stages, forecasts, and pipeline. As well as the relationship between opportunities to assets, product line items and schedules, price books, quotes, contracts, campaigns, etc.

You will be able to get a few easy points by proposing the most appropriate forecasting solution, as well as learning the implications of activating advanced currency management.

Study Strategy

The Sales Cloud Certification is a popular follow on qualification from the Admin exam, as with it being the most popular Salesforce product, it’s often the one that professionals get familiar with first. 

Luckily for you, this means there is an abundance of resources out there to help you revise for this exam. As previously stated, this exam is heavily scenario focussed, as it’s designed for a consulting role that takes business requirements, and translates them into a Salesforce solution. This means you need to not only understand the technical side, but also the business side. 

Trailhead is a great way to get this experience, as most modules will follow a scenario, giving you exposure to the consulting skills you will need. If you want to take this a step further, Trailhead has superbadges, that go into an even deeper scenario based challenge. 

Another way to keep things interesting, is for you to invent your own business with requirements and challenges. By spinning up a new Salesforce dev org, and pretending your a complex b2b sales company selling companies all over the world in multiple currencies, you can test out all these features you need to know inside out. 

Exam Strategy

When exam day finally hits, there are a bunch of tips we gathered over the years to give you the best chance of passing with flying colours.

Firstly, if there are any concepts that you are struggling to get to grips with, then print off a cheat sheet and try and memorize any of these before you take the exam so they are fresh in your memory. 

When taking the exam, pay particular attention to the question, and read it through a few times. For the scenario-based questions there will be huge clues in the answer to what the correct answer actually is. If you need to, use the pen and paper provided to draw out a data schema, role hierarchy or any other diagram that will help you visualize the answer.

When deciding on the answer, be sure to use the process of elimination to get rid of the answers that are definitely incorrect. Salesforce likes to throw in answers that are made up of features or just plain incorrect. They also like to throw in curveballs, of features that appear to be correct but aren’t best practice. You can often worm out these by focussing on standard Salesforce features that accomplish a task. For example, you could build a custom approval process with process builder, but why do this when there is a standard feature that is best practice?

You also have a great tool at your disposal, the “Mark for review” feature. On each question, you will have a checkbox that you can mark. This is great if you cannot think of an answer right at that moment, or if you are doubtful about your answer. At the end of the exam, you will have a chance to review these questions. Depending on the amount selected, this will give you a pretty good idea of how likely you are to have passed the test. Regardless of the questions marked for review, I would always recommend to go through every question if time permits. I do this on every exam, and often spot mistakes I made in the answers and change a few.

Resources

Tips

  • Download the Trailhead Exam Guide and use this as your master revision list
  • Ensure you not only revise the features and concepts, but thoroughly test them out in a Developer Org or a Trailhead Playground.
  • Once you feel confident with some of the modules, book your exam to give you a date to aim towards. This will give you the motivation to revise and pass the exam.
  • Try out our mock exams to practise for the real thing, and test for any knowledge gaps
  • Download our Top 10 Salesforce Certification Tips eBook

Final Thoughts

The Sales Cloud Consultant certification is great if you’re looking for a more advanced qualification. With Sales Cloud being the most popular Salesforce product, there is a lot of resources, and help available with the wider Salesforce community. 

If you are looking to switch roles and join a Salesforce consultancy from another background. This certification will give employers the confidence that you have advanced knowledge on a product they will be implementing, as well as understand the business side of Salesforce features. 

61 thoughts on “Sales Cloud Consultant Certification Guide & Tips

  1. Avatar

    This is what I was looking for….Some tips for my salescloud cert which is real soon! 🙂 Thanks!

    Hope you manage to post the quiz soon. Eagerly waiting!

        1. Avatar

          Harsh Raghuvanshi

          Reply

          Hi Ben,
          You article is very helpful for Certification point of view,it provides a great help to prepare.

          Can u please post some more Quiz ?

  2. Avatar

    Hey Ben,
    I will be going through the material on your site for the next 2 weeks and then attempting the exam. Any chance that you will have the quiz up and running before January 17th?

    Thanks!
    Mayank

  3. Avatar

    Hi Ben,

    Thanks so much for putting this together. After passing Admin and Dev on the first try within a quick two-week succession, I signed up for Sales Cloud with high confidence. Unfortunately, I did not pass. Now I’m back for round 2, and thankfully I have found this, which helps. I have a few general questions if you could help out:

    – How to you recommend doing some exercises on territory management? I read through the territory mgmt. guides, but as the test was scenario based, I want to actually use it. Unfortunately, you must contact SFDC to enable, so I’m unsure how I could do this?

    – I was stumped on questions regarding the Partner Portal. Through my studies, I was under the impression the Partner Portal was replaced by Communities. So that’s what I studied and did exercises on. Where did I go wrong?

    – Any idea where to find a practice exam similar in format to the actual exam until yours comes back up? I think I may have studied that exact Quizlet, or a similar one, but it would be nice to have something that mimics testing environment.

    Thanks for the help!

    Nick

    1. ben@ben-mccarthy.com

      Hi Nick!

      No problem and thanks for reading. I was in a similar situation to you, I passed ADM and DEV thinking they were pretty easy and went into Sales Cloud with limited revision and failed. The second time I did it properly and confidently and passed! I’m sure you will do it the second time. With territory management I didn’t actually test any features myself, I learned the core components e.g. prerequisites (Sandbox and Customizable reports, Accounts can be in multiple territories etc…and I was ok with that. I do like to test out some features though so I would advise contacting Salesforce under support which is usually how I get extra features activated. I’m not sure if you can get a sandbox with a Dev environment though? That’s a bit strange that questions on the Partner Portal came up? I too thought it had all been replaced by Communities. What questions came up? I’m afraid not. I did have one on this site as you’ve probably seen but I’ve had to remove it, the Quizlet one is pretty good though.

      Thanks!

      Ben

    2. Avatar

      Hey Nick/Ben,
      A few of my friends who recently appeared for the exam encountered similar issues with the Partner Portal related questions. Even I thought that I shouldn’t be focusing on Portals anymore since it’s being phased out by Communities, but with all these post exam reviews from people, i feel it would be wise to go prepared with the Portal related content.
      Same thing with salesforce to salesforce related topic. It’s not even in the study guide and my friends told me to be well prepared with it.

      1. Avatar

        Thanks Ben and Mayank for the responses. From my experience of having taken the exam, the study guide does not cover all topics on the exam. Additionally, I think it is very important to keep in mind to pick the best answer. Having worked as a SFDC consultant, I can recall projects where how we solved a particular business case might not be the “SFDC way”. I recall one question that asked how would x most likely be set up in a y industry. From experience, the y industry sets up x in a multitude of ways, but after thinking over the question, I think I know what the answer should be.

        1. Avatar

          Hey Ben,
          Can the Apex data loader be used to export field history data? Also, can it be used to export configuration data?

    3. Avatar

      Hi,

      Hi Ben,

      Thanks for the information and guidance!

      I just came back from taking the Sales Cloud and unfortunately failed. I got stumped with the same questions about Partner Portals, I remember the questions being about permissions, list views and related lists. A bit disappointed since according to the documentation you can’t enable a Partner Portal anymore, you’d have to use Communities. I was more prepared to answer more questions about Communities and Sites, but did not see a single one, Yikes!

      I did find an old copy, 2008, Partner Portal Implementation on Scribd. I’m back to the drawing board, 🙁

      Best,

      O

      1. Ben McCarthy

        Hi O,

        No problem and unlucky this time around. It’s partly luck of the draw. The question about Partner Portals could if possibly be talking about existing implementations? As I’m guessing if you have a partner portal and don’t want to upgrade then its fine to have this.

        Good luck the next time around!

        Ben

  4. Avatar

    Wanted to report back that I passed Sales Cloud today! Second time around was much easier, was very confident as I pressed submit. Now I’m off to the cocktail bar to celebrate! Thanks again Ben for helping with the resources you posted.

    – Nick

  5. Avatar

    Harsh Raghuvanshi

    Reply

    Hi Ben,

    This is the superb article to get certified in sales cloud certification.

    But can u please post some more quiz to get some more confidence before attending the exam.?

  6. Avatar

    Hi Ben,

    Thats a very nice and informative article. To give my background, I have around 8 years of experience in web application development and looking for startup roles in Salesforce. Can you guide me how to find right roles or hiring agencies? Also, many people told me that its good to have SAles CLoud Certification. I dont have experience in Sales or Service Cloud. What is your personal experience?
    Thanks Ben

    1. Ben McCarthy

      Hi Prajakta,

      You’ve chosen a good road to go down! There are a lot of hiring agencies around, all you have to do is type in your city and “salesforce recruitment” into google and I’m sure you will find loads. In terms of Certifications it is always best to start with your Administrator exam (You cannot take sales cloud without it). I have an introduction to certifications here you may find useful – http://www.salesforceben.com/introduction-salesforce-certifications/

      Good luck!

  7. Avatar

    Hi Ben,

    Thanks for sharing useful resources! It will be really helpful if you can share quiz/mock exam.

    Thanks again

  8. Avatar

    Hi Ben,
    Congratulations for the great website, for your linkedin posts. I am a great fan of yours!

    I am preparing for the Sales Cloud Exam. Unfortunately I failed it once 2 weeks ago 🙁 I hope I`ll get it this time.
    Can you please have a look at the question below. I had it in the exam and now I see it is posted as a sample question in some of the resources I use, but the answers are very contradicting

    UC has configured salesforce to store all individual consumer contact under a single account called “Consumer”. The consumer business has grown to more then 500,000 Contacts .Mass update are no longer completed within the defined maintenance timeframe and an increased number of errors are being reported. What should consultant recommend to improve system performance 2ANS
    A. Ensure that no single account has more than 10000 contacts
    B. Enable person account and migrate the data
    C. Add an index to the account field on the contact object
    D. removes the account assignment for all objects

    For me the answers are A and B.

    Please share your expertise 🙂

    1. Ben McCarthy

      Hi Yana,

      Thank you for your kind words!

      I too would say A and B. The reason being is that using an Account called Consumer is very bad practise and Person accounts should be used. I’m not too sure about A but I think that it is definitely not C or D. I’m not even too sure what “Add an index” means! Also Account assignment rules are used for territories which do not really apply here. Which other answers do you get from resources?

      1. Avatar

        Hi Ben,

        One of the sets of flashcards I use says the correct answers are A and C.
        I cannot really understand what does this INDEX mean.
        But there are some indexed fields which improve performance.

          1. Avatar

            If 2 answers must be chosen, I think the answer is A and C. If you choose A and B, then B does not apply when A is implemented as contact objects does not make sense when Person Account is used. Therefore logically A will go with C, as both limiting 10000 records as well as using index will improve query performance drastically. If the question would have been a set of radio buttons, then I would definitely go with B as the single best answer.

          2. Avatar

            Based on that article, A and C somewhat contradict as an index is most efficient when the count is greater than 10k. I’m going with B & C

          3. Avatar

            Disregard my previous comment… Looking at this again, it says add index to ‘Account’ field on the ‘Contact’ object… you would want to add the index on the Account object for the Contacts, as the Contacts only have one Account. Enable person accounts to move them all (can get rid of Consumer account) then make sure no other accounts have more than 10k contacts on them so they are optimized. A & B

      2. Avatar

        Regarding “D. removes the account assignment for all objects” I think “objects” is supposed to be “contacts”. When you go to the Contact tab in Salesforce and click New, you’ll see the following message at the top of the page: “Contacts not associated with accounts are private and cannot be viewed by other users or included in reports.” I think option D is talking about the possibility of removing the account associated with each of the 500,000 contacts. The problem with this is that doing so could break a lot of functionality.

      3. Avatar

        Regarding “C. Add an index to the account field on the contact object” check out https://help.salesforce.com/apex/HTViewSolution?id=000006007&language=en_US which says the following:

        The following fields are indexed by default:

        Primary keys (Id, Name and Owner fields).
        Foreign keys (lookup or master-detail relationship fields).

        Given the above, there should already be an index set up by default for the account field on the contact object.

        I think A and B are the correct answers.

  9. Avatar

    Just passed the Sales Cloud Exam this morning…my 4th Salesforce Certification in the last 5 weeks! Next up to round them out in Service Cloud!

  10. Avatar

    Hi Ben,

    Congratulations on all your certs and for putting together this wonderful blog/website. I am preparing for the Sales Cloud Cert and is planning to take it the next couple of weeks. Do you still have the link to the Quiz? If you could please share that with me, I will be grateful. Have a good one, mate!

  11. Avatar

    Hi Ben,
    Thanks for sharing these useful tips and information.
    Hopefully, this helps me in the preparation and I get certified next week.
    If possible could you please share the link of the quiz,that will be really grateful.
    Thanks.

  12. Avatar

    Hello,
    Thank you for your help Ben, can you please tell me if there is a timeline for the Sales Cloud quiz?
    Thabk you in advance.
    Regards,

  13. Avatar

    Great work Ben with all the info.I am planning to do my sales cloud in the next 2 weeks.I see this post is an old one any new tips and suggestions.I do have premier support and I am gonna start with preparing from the study guide

    1. Ben McCarthy

      Hi Hybin, as far as I am aware, the Sales cloud exam hasn’t been changed too much since I wrote this. You should be absolutely fine revising with the premier support plus some of your own revision and testing in a dev org. good luck!

      1. Avatar

        Hi Ben

        thanks a lot for this amazing blog

        i’am trying to prepare for the sales cloud exam but i’ve some trouble to find valuable docs about topics like Implementation Strategies, Industry Knowledge or Integration and Data Management

        could you please give some guidance please ? i have no acces to premier support, sadely !
        Thanks

  14. Avatar

    Hi Ben.

    I recently passed Admin and I think seems to be a natural progression as some topics already overlap.
    I have access to Premier Support and wanted to know which of the courses I should be looking at?

    Regards
    Mark

  15. Avatar

    Hi Ben,
    Firstly, thanks for this amazing post!
    I am about to appear for the Sales Cloud Consultant Exam tomorrow but I have doubts for the following 4 QUESTIONS. Request you to help me know the correct answers.

    Q1 UC is implementing Salesforce and plans to migrate several marketing campaigns from a legacy system. Which approach would a consultant recommend to ensure that the campaign and campaign member data is accurately maintained?
    A. Create external ID fields for campaigns, leads, and contacts.
    B. Create external ID fields for campaigns, campaign members, and accounts
    C. Create external ID fields for campaigns, accounts, and contacts.
    D. Create external ID fields for campaigns, leads, and accounts.
    The Answer suggested is C but I Think it’s D. Please confirm.

    Q2 Which of the following steps accurately describe the process map in sales and marketing organizations?
    A. Lead generation, lead qualification, revenue management (forecasting)
    B. Lead generation, revenue management (forecasting), lead qualification
    C. Lead generation, lead qualification, opportunity conversion
    D. Lead generation and qualification, opportunity conversion, revenue management (forecasting)
    The Answer suggested is A but I think the Answer is C. Please confirm.

    Q3 For optimal usability and adoption, a solution must do what. (4 opt)
    A. Provide value so users perceive it as a valuable spending of their time.
    B. Be easy to use so users can easily enter data and find information.
    C. Have trusted data.
    D. Be inexpensive so users don’t worry about the bottom line when using the application.
    E. Provide both online help and hard copy reference materials to assist users at all times.
    F. Be easy to change through a change management process in place.
    The Answer suggested is ABCF. I think it should be ABCE. Please confirm.

    Q4 The marketing Manager at UC wants to leverage the power of sales cloud to support the sales following requirement:
    – monitor website traffic
    – Email 1200 leads per day
    – capture customer satisfaction survey result on a web form
    – Understand (report) the case of marketing exercise vs sales activity. What should a consultant recommend to meet this requirement?
    A. Use community campaign, web-to-lead, opportunity and report and dashboard
    B. Use AppExchange marketing app, campaign, web-to-lead, opportunity and report
    C. Use mass email, campaign, campaign influence, web-to-lead, opportunity and report
    D. use site.com campaign web-to lead opportunity, report, and dashboard
    The Answer suggested as B. I just can ‘t figure out this one. I believe one can’t mass email 1200 leads through Salesforce directly so maybe we need an APP for this. Please suggest.

    Regards,
    Bhanu

    1. Avatar

      Hi Bhanu,

      I have some thoughts about a few of your questions.
      Q2 – I think this is a generic sales & marketing and not specifically Salesforce mapping.
      Q3 – is strictly for usability and adoption by the end user. The Solution being able to easily change has no impact on the end user.
      Q4 – The question is not so much about what Salesforce can do but as a consultant what should you recommend to the client. For this reason, I think the AppExchange is the best option.

      This is my interpretation of the questions. I would be interested in your thoughts.

      Allison

  16. Avatar

    Cleared the exam today, the email question mentioned in the post was there 🙂 and I think I marked it B because I could not decide, and did not recall the correct answer. There were quite a few questions like this where it was not easy to eliminate the wrong answers.
    Although I had revised all the topics I was still not feeling very confident unlike the dev and admin exams, may be because the exam is mostly scenario based.

    1. Avatar

      Hi Ranvijay Kumar

      i’am trying to prepare for the sales cloud exam but i’ve some trouble to find valuable docs about topics like Implementation Strategies or Industry Knowledge.

      How did you manage to prépare your self ?

      Thanks

  17. Avatar

    Hi Ben,

    You article is very helpful for Certification point of view. I am planning to give Service Cloud certification. Can you please provide Quiz Bank for Service Cloud.

  18. Avatar

    Hello Ben and Community users, I am in the middle of preparing SFDC Admin Certification course and I am also thinking of studying for the Sales Cloud Certification exam right after the admin certification. I am struggling to find good resources for this exam preparations. Here are resources I am using and I need your expert opinion on what additional resources I should use

    Resources
    Sales Cloud Online course – http://mikewheelermedia.com/sales-cloud-consultant-certification-course/
    SFDC Trailhead Admin resources and SFDC documentation
    SFDC Virtual Class – https://help.salesforce.com/HTTrainingCourseDetail?id=a2330000000PfQP . This class in late May but I would like to complete all my studies sooner
    Questions
    Any other virtual courses or tips or other resources you suggest?
    I am thinking of spending 2-3 weeks of study time for this certification. Do you think that’s enough or I need more study time?
    Any other online exam, blogs or other resources …

    Thanks,
    Vijay

  19. Avatar

    We are living in an ugly world where you will be judged based on your how many certifications you have, LinkedIn profile, social media connections. I can say all these certifications have lost their values. Its just a money making the business from Salesforce. Google for any exam dumps and you will come across hundreds of websites providing you exam materials. I have seen guys working as Salesforce consultant, architects etc, few of them have passed 3 or more SF certifications in ONE day. Anyways, we are all mediocre..

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