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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:
- 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.
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.
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.
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.
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.