Sales-Cloud-Consultant Certified Salesforce Sales Cloud Consultant (SP23) Questions and Answers

This solution will meet the requirement by allowing the CEO to run reports from the sales team’s reports folder, the CEO’s assistant to control access to the reports, and the sales managers to change the reports when necessary. The View access level will allow the CEO to view and run reports in the folder, but not edit or delete them. The Manage access level will allow the CEO’s assistant to view, run, edit, delete, and share reports in the folder, as well as add or remove users from the folder. The Edit access level will allow the sales managers to view, run, and edit reports in the folder, but not delete or share them3

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.

• The data update will cause sharing recalculations and should be completed during off-peak hours and the team can defer sharing calculations to decrease the risk of lock errors during the data update are two factors that should be considered when updating the sales territories and Account owners for 400,000 accounts with Private organization-wide defaults. Sharing recalculations are processes that update record access based on changes to sharing settings or ownership. Off-peak hours are times when there is less user activity or system load on Salesforce. Deferring sharing calculations is an option that allows users to postpone or schedule sharing recalculations for later times instead of running them immediately. Lock errors are errors that occur when two or more processes try to access or modify the same record at the same time.
• By considering these two factors, Universal Containers can ensure that the data update is performed efficiently and effectively without affecting user experience or data integrity. By completing the data update during off-peak hours, Universal Containers can avoid impacting user performance or availability during peak hours when there is more user activity or system load on Salesforce. By deferring sharing calculations, Universal Containers can reduce the risk of lock errors during the data update by running them at a later time when there is less concurrent access or modification of records.

Configuring a new Forecast Type on Opportunity Product grouped by Product Family can improve CK’s forecasts by dividing them by footwear line. A Forecast Type is a set of settings that define how forecasts are calculated and displayed for a specific business scenario, such as product line, territory, or revenue type. A Forecast Type can use either standard or custom opportunity fields to group and filter forecast data, such as Type, Product Family, or Territory. By grouping forecast data by Product Family, CK can see how much revenue they expect to close for each footwear line, such as Formal or Athletic.

Deploying with Change Sets is a way to migrate Account Team configuration to Production. A Change Set is a collection of metadata components that can be moved from one Salesforce org to another, such as custom objects, fields, workflows, or profiles. Account Team configuration is a type of metadata component that defines how users can share access to accounts and related records with other users based on their team roles and responsibilities. Users can create an outbound Change Set in their source org (such as Sandbox), add Account Team configuration components to it, upload it to their target org (such as Production), and deploy it in their target org after validating it.

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.

The Object Manager tab in Setup allows the consultant to view and edit the metadata of standard and custom objects, such as fields, relationships, page layouts, and record types. Schema Builder provides a dynamic, graphical view of the object relationships in Salesforce, and allows the consultant to create new custom objects, fields, and relationships.

• 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.

Creating a junction object between Campaign and Opportunity is the best way to track which marketing activities influenced a customer to make a purchase. This junction object will allow you to track the influence of multiple Campaigns on a single Opportunity, which can be used to gain insights into which Campaigns are most effective.

A custom formula field on the Opportunity object will use the currency of the opportunity record, regardless of the currency of the account or user records. This ensures that the formula field is consistent with other opportunity fields that use currency.

This is the step that the consultant should take to troubleshoot the issue of inaccurate sales forecasting. Stage to Forecast Category Mappings are settings that determine how each opportunity stage is mapped to a forecast category, such as Pipeline, Best Case, Commit, or Closed. These mappings affect how opportunities are rolled up and calculated in forecasts. If some opportunities appear in the incorrect forecast category, it may indicate that the mappings are not configured correctly or consistently for each stage. Verified References: [Set Up Stage to Forecast Category Mappings]

Using a validation rule on Opportunity Products can prevent a sales rep from adding Products marked as requiring the myTrailhead badge if the rep has yet to complete the badge. The validation rule can check the value of a custom field on the Product object that indicates whether the myTrailhead badge is required, and compare it with a custom field on the User object that tracks whether the sales rep has completed the badge. If the validation rule evaluates to true, it can display an error message and block the addition of the Product. Using a separate price book for the Products requiring the myTrailhead badge and only sharing the price book with sales reps who have completed the badge can also validate that sales reps have completed the myTrailhead badge. The price book can contain only the Products that require the badge, and it can be shared with sales reps who have a custom field on their User record that indicates they have completed the badge. This way, only those sales reps can access and add those Products to their Opportunities.

Opportunity Splits is a Salesforce feature that allows users to allocate credit to multiple sales reps who collaborate on an opportunity. Users can define different types of splits, such as revenue splits or overlay splits, and assign percentages or amounts to each team member. Opportunity Splits can help track individual and team performance against sales quotas and goals. Verified References: [Opportunity Splits]

• Implementing sales processes that map to each Opportunity record type and creating Opportunity record types for each product line are the two actions that can meet these requirements. A sales process is a set of stages that represent the steps in your sales cycle for a specific product line or business unit. An Opportunity record type is a way to offer different business processes, picklist values, and page layouts to different users based on their profiles. By creating Opportunity record types for each product line and mapping them to different sales processes, sales reps can follow the product-specific sales cycle once they qualify a prospect.

• 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.

• Activating the products and adding them to the price book are the two steps required to make products available for sales reps to add to Opportunities. A product is a good or service that can be sold in an Opportunity. A product must be active in order to be added to a price book. A price book is a list of products and their prices that sales reps can use when creating Opportunities. A product must be added to a price book before it can be added to an Opportunity.

• Setting up Account Teams with defaults for each sales rep is the best solution to meet the requirement of ensuring that the assigned sales ops specialist and sales engineer have access to the correct Accounts. An Account Team is a group of users who work together on an Account, such as sales reps, sales engineers, managers, etc. Each Account Team member has a role and a level of access to the Account and its related records, such as Contacts, Opportunities, Cases, etc. By setting up Account Teams with defaults for each sales rep, the admin can automatically add the sales ops specialist and the sales engineer to the Account Team whenever a sales rep creates or owns an Account. This way, the sales ops specialist and the sales engineer can view and edit the Account and its related Contacts.

• Implementing Platform Events to publish opportunity wins to the ESB, which will call back for account, contact, and opportunity information and automatically update the ERP accordingly is the best option to meet the requirement of updating the ERP system with information from Salesforce when a new Account has its first closed/won opportunity. Platform Events are events that are published and consumed by applications inside or outside of Salesforce using an event-driven architecture. An ESB (Enterprise Service Bus) is a software component that connects different applications and systems using common standards and protocols. By implementing Platform Events to publish opportunity wins to the ESB, Cloud Kicks can trigger an event whenever an opportunity is closed/won for a new Account in Salesforce, and send it to the ESB. The ESB can then call back for account, contact, and opportunity information from Salesforce using APIs (Application Programming Interfaces), and automatically update the ERP system with this information accordingly. This way, Cloud Kicks can ensure data synchronization and accuracy between Salesforce and the ERP system without having to use third-party tools or manual processes.

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

Einstein Activity Capture (EAC) allows users to store emails and attachments in Salesforce and have them visible in the Activity Timeline and Related Lists. Users can choose to show emails added via EAC in the Related Lists activities view.

To use Einstein Activity Capture, users must connect their email accounts to Salesforce. They must also agree to the terms of the service provider before they can send emails in Lightning.

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 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.

• 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.

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.

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.

• Using quotation marks operator around contact’s first and last name is a recommendation that can yield better search results when searching for contacts in global search. Global search is a feature that allows users to search for records or information across multiple objects and fields in Salesforce. Quotation marks operator is an operator that can be used in global search to find an exact phrase or match in a record or field. For example, searching for “John Smith” will return only records or fields that contain John Smith as an exact phrase or match, not John Doe or Adam Smith or John Smithson. By using quotation marks operator around contact’s first and last name, Cloud Kicks users can narrow down their search results and find the contacts they are looking for more easily and quickly.

• Setting up an External ID field on the Account object with Read Only on the field security settings for all profiles except the admin profile ensures data integrity between the data warehouse and Salesforce. An External ID field is a custom field that has the “External ID” attribute, meaning that it contains unique record identifiers from a system outside of Salesforce. By making it Read Only for all profiles except the admin profile, the field value can only be updated by the integration or by the admin, preventing any accidental or intentional changes by other users. The External ID field can also be used to match records during data import or update operations, avoiding duplicate records or incorrect data.

• 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.

This is the approach that the consultant should recommend to allow the support agent to edit the Account, while still enforcing the Public Read Only OWD. Account teams are groups of users who work together on an account. Users can add themselves or others to an account team and specify different levels of access for each team member. By adding themselves to the customer’s Account team with Edit permissions, the support agent can update the Account information without changing the owner or the OWD. Verified References: [Account Teams]

After completing the Build and Validate phases of a Sales Cloud implementation, the next step is to deliver training to the end users and administrators of the system. Training is essential to ensure that the users understand how to use the system effectively and efficiently, and that they adopt the system as part of their daily work. Training can be delivered in various formats, such as online courses, webinars, videos, manuals, or hands-on sessions.

• 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.

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.

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.

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.

Einstein Forecasting uses machine learning to analyze historical opportunity data and generate predictions for how much revenue a sales team can expect to close in a given period. The predictions are based only on the standard Close Date and Amount fields of the opportunities, so any custom fields or other factors are not taken into account. The predictions are only shown when the user is in the forecasting hierarchy, which means that they have a forecast role assigned to them and they can view forecasts for themselves or their subordinates.

• Mass transferring the records to another role in the role hierarchy and removing the users from the role hierarchy are two solutions that can resolve the issue of making changes to the sharing model taking increasingly more time for users who own more than 10,000 records. A mass transfer is an operation that allows users to transfer ownership of multiple records from one user to another user at once. A role hierarchy is a structure that defines how users are organized and how data access is granted based on their roles. By mass transferring the records to another role in the role hierarchy, Cloud Kicks can reduce the number of records owned by each user and distribute them more evenly among other users in different roles. By removing the users from the role hierarchy, Cloud Kicks can prevent these users from inheriting access to records owned by other users in their role or below their role, which can slow down the sharing model changes.

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.

• Enabling the Create Audit Fields permission to insert historically accurate records and inserting users, and then migrating email alerts and approval processes into UCs Salesforce org are two steps that should be performed to maintain data integrity when migrating legacy email alerts and approval processes from another company that uses Salesforce. Create Audit Fields permission is a permission that allows users to set audit field values such as Created Date, Created By ID, Last Modified Date, Last Modified By ID when inserting records via API tools such as Data Loader or Workbench. By enabling this permission, Universal Containers can insert historically accurate records from the other company that use the same audit field values as the original records. Inserting users, and then migrating email alerts and approval processes into UCs Salesforce org is a step that ensures that the email alerts and approval processes are associated with the correct users in the destination org. Email alerts are actions that send an email to one or more recipients when a process or workflow is triggered. Approval processes are processes that require one or more users to approve or reject records before they can be finalized or completed. By inserting users, and then migrating email alerts and approval processes into UCs Salesforce org, Universal Containers can ensure that the email alerts and approval processes are configured and executed correctly in the new org.

These are two actions that the consultant should recommend to work around the issue of internet unavailability on the Salesforce mobile app. Enabling the system permission to store offline data in Salesforce allows users to access cached data on their mobile devices when they are offline. Enabling offline create, edit, and delete in Salesforce allows users to perform these actions on their cached data when they are offline, and sync them back to Salesforce when they are online. Verified References: [Work Offline in the Salesforce Mobile App]

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.

This solution will meet the requirement by allowing sales reps to contact and measure the return on investment (ROI) of the purchased list. Creating a Campaign will allow sales reps to track and manage marketing efforts for a specific audience or goal. Importing the list as Leads will allow sales reps to capture information about potential customers and qualify them based on their interest and readiness. Adding them to the Campaign will allow sales reps to associate Leads with a specific marketing activity and track their responses and conversions4

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.

• 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.

• Confirming that the custom matching rule is activated is the best way to resolve the issue of duplicate leads in Salesforce. A matching rule is a rule that defines how records are compared for duplicates based on fields and fuzzy logic. A custom matching rule is a matching rule that can be created and customized by users based on their needs and preferences. A custom matching rule must be activated before it can be used by duplicate rules or other features that prevent or allow duplicates. By confirming that the custom matching rule is activated, the admin can ensure that leads are matched according to their criteria and duplicates are detected and handled accordingly.