Salesforce Sales Cloud Consultant Credential
The Salesforce Certified Sales Cloud Consultant exam is designed for consultants who have experience implementing Sales Cloud solutions in a customer-facing role. The Salesforce Certified Sales Cloud Consultant is able to successfully design and implement Sales Cloud solutions that meet customer business requirements, are maintainable and scalable, and contribute to long-term customer success. Some examples of concepts the successful candidate should understand include:
◉ Design Sales and Marketing solutions to meet business requirements.
◉ Design applications and integrations that maximize user productivity.
◉ Manage data and design analytics to track key Sales Cloud metrics.
Purpose of this Exam Guide
This exam guide is designed to help you evaluate your readiness to successfully complete the Salesforce Certified Sales Cloud Consultant exam. It also provides information about the target audience for the certification program, recommended training and documentation, and a complete list of exam objectives—all with the intent of helping you achieve a passing score. Salesforce highly recommends a combination of on-the-job experience and self-study to maximize your chances of passing the exam.
Audience Description
A Salesforce Certified Sales Cloud Consultant designs and deploys solutions that support customer business processes and requirements using Salesforce applications. The consultant has experience designing solutions that optimize Sales Cloud functionality and can lead the implementation of these solutions within a customer organization. The consultant has both industry experience and expertise in Salesforce applications, including the knowledge needed to implement multiple applications in common customer scenarios.
The Salesforce Certified Sales Cloud Consultant is interested in demonstrating their expertise as a cloud computing implementation consultant. The Salesforce Certified Sales Cloud Consultant has one or more years of experience using Salesforce, working with sales processes, and developing business solutions. The candidate’s expertise should include:
◉ Solid understanding of the consulting process
◉ Experience with the full project lifecycle of Sales Cloud implementations
◉ Strong analytical and problem-solving skills
◉ Deep knowledge of Sales Cloud features and functions
◉ Solid understanding of data management and database concepts
◉ Experience scoping projects
◉ Understanding the discovery process, including gathering and documenting requirements
The successful candidate has the knowledge, skills, and abilities outlined below:
Knowledge
◉ Sales processes and roles
◉ Familiarity with the solution and deployment lifecycle
◉ Sales Cloud features and functions, such as Opportunities, Leads, Activities, Campaigns, Forecasting, Territory Management, Reports & Dashboards, Email Integration, Telephony, Sales Engagement, Einstein Activity Capture, Sales Console, Salesforce Meetings, Quip, and Experience Cloud sites
◉ Best practices for leveraging standard functionality, configuration, and customization of the Salesforce platform to meet customer requirements
◉ Data migration tools
◉ How and when to leverage AppExchange products in sales processes
◉ Change management, end user training, and rollout strategies
◉ Proficiency with core Salesforce features and functions, such as AppBuilder and Flow
Skills
◉ Project management principles and methodologies
◉ Create Statements of Work (SOWs) and scope projects accurately
◉ Translate business requirements into effective solutions considering productivity, efficiency, and helping sales teams work from anywhere
◉ Consulting project lifecycle
◉ Solid presentation and communication skills to address all levels of an organization
Abilities
◉ Guide a consulting project from inception to completion.
◉ Manage the development and delivery process.
◉ Define and interpret sales Key Performance Indicators (KPIs).
◉ Instill client confidence.
◉ Troubleshoot unexpected system behavior and resolve technical issues.
◉ Anticipate and mitigate risks.
◉ Prioritize and escalate customer issues.
◉ Identify viable use cases to determine how to configure the system.
◉ Build solutions that are scalable and maintainable.
◉ Design and implement successful solutions and consistently deliver effective business value.
◉ Set up change management practices to ensure long-term solution success.
◉ Document project milestones for knowledge transfer.
A candidate for this exam may need assistance with:
◉ Change management and training
◉ Solution architecture and design
◉ Implementing standard integrations
A candidate for this exam is not expected to know or do the following:
◉ Manage a project.
◉ Create documentation.
◉ Implement a programmatic solution or integration.
Typical job roles of a Salesforce Certified Sales Cloud Consultant candidate may include:
◉ Business Analyst
◉ Consultant
◉ Program Manager
◉ Application/Solution Architect
◉ Engagement Manager
◉ Call Center Manager
◉ Project Manager
◉ Database Administrator
◉ System Analyst
◉ Technical Architect
◉ System Administrator
◉ Sales Operations Director
◉ Delivery Manager
Salesforce CRT-251 Exam Summary:
| Exam Name | Salesforce Sales Cloud Consultant |
| Exam Code | CRT-251 |
| Exam Price | Registration fee: USD 200 Retake fee: USD 100 |
| Duration | 105 minutes |
| Number of Questions | 60 |
| Passing Score | 67% |
| Recommended Training / Books | Prepare for Your Salesforce Sales Cloud Consultant Credential Prepare for your Sales Cloud Consultant Certification Exam (CRT251) Administrative Essentials for New Admins in Lightning Experience (ADX201) Administer, Extend, and Automate Salesforce (ADX211) |
| Sample Questions | Salesforce CRT-251 Sample Questions |
| Recommended Practice | Salesforce Certified Sales Cloud Consultant Practice Test |
Salesforce Sales Cloud Consultant Syllabus:
| Section | Objectives | Weights |
| Sales Practices | - Given a scenario, assess the factors that influence sales metrics, Key Performance Indicators (KPIs), and business challenges. - Describe common sales and marketing processes and key implementation considerations. - Understand when to use Sales Cloud features and related products such as Sales Engagement, Salesforce Inbox, Salesforce Maps, and Sales Cloud Einstein. |
11% |
| Implementation Strategies | - Given a scenario, determine how to facilitate a successful consulting engagement (plan, gather requirements, design, build, test, deploy, and document). - Given a scenario, determine appropriate sales deployment considerations. - Given a scenario, analyze the success of an implementation project. |
13% |
| Application of Product Knowledge | - Given a set of requirements, design an end-to-end sales process from Lead to Opportunity to Quote to Close to Order. - Given a scenario, differentiate when it is appropriate to include custom application development vs. third-party applications. - Describe the appropriate use cases for Account and Opportunity Teams and the effect on sales roles, visibility, access, and reporting. - Discuss the capabilities, use cases, and design considerations for additional features such as territory management and forecasting. - Articulate the capabilities, use cases, and design considerations when implementing Opportunity Products, Products, Price Books, and Orders - Describe the implementation considerations of multi-currency and advanced currency management. |
18% |
| Lead Management | - Explain how Campaign capabilities support the sales process. - Given a scenario, recommend appropriate methods for lead scoring and criteria for lead qualification. - Discuss the best practices for managing lead data quality in Salesforce. |
7% |
| Account and Contact Management | - Review how the ownership of Account and Contact records drives access to related records. - Explain the various methods for establishing access to Accounts, Person Accounts, Contacts, and Opportunities. - Describe the impact of account hierarchy on visibility, maintainability, and reporting. |
11% |
| Opportunity Management | - Given a set of requirements, determine how to support different sales process scenarios for an Opportunity. - Summarize the relationships between sales stages, forecast, and Pipeline Inspection. |
10% |
| Sales Productivity and Integration | - Discuss use cases and considerations for using email productivity tools, such as Salesforce Inbox and Outlook/Gmail integration. - Illustrate the use cases and best practices for using collaboration tools, such as Slack, Quip, Chatter, and mobile solutions. |
8% |
| Consulting Practices | - Analyze and prioritize valid use cases from a client. - Understand the consulting project lifecycle. |
7% |
| Sales Metrics, Reports & Dashboards | - Determine the appropriate report, dashboard or reporting snapshot solution. | 7% |
| Data Management | - Explain the use cases and considerations for data migration in Sales Cloud. - Given a scenario, analyze the implications of large data sets, transaction volumes, integrations, and moving data between Salesforce and other systems |
8% |
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