Sales Representative Credential
The Salesforce Certified Sales Representative certification exam is for individuals who want to demonstrate their knowledge, skills, and experience in the following areas.
- Guiding discovery and research to create a sales plan
- Fostering key business relationships for customer engagement
- Engaging customers through each stage of the sales process
- Demonstrating thought leadership during all customer engagement
- Formulating and presenting solutions based on customers’ needs
- Handling objections and negotiations
- Gaining commitment to close deals
- Identifying pipeline generation and pipeline progression
- Applying knowledge of forecasting to drive opportunities and renewals
- Achieving customer success through order management and fulfillment, service and support, and customer value
Purpose of this Exam Guide
This exam guide is designed to help you evaluate if you are ready to successfully complete the Salesforce Certified Sales Representative Exam. This guide provides information about the target audience for the certification exam, 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, course attendance, and self-study to maximize your chances of passing the exam.
Audience Description
Salesforce Certified Sales Representative candidates exemplify sales excellence using a customer-centric methodology. The Salesforce Certified Sales Representative develops trusted relationships with their customers; ensures deal success by aligning with entire account teams, executive sponsors, and stakeholders; and takes full ownership of the sales process by planning, managing, and analyzing their business.
Salesforce Certified Sales Representatives’ skills span customer communication, research, discovery, team selling, value selling, and account planning and strategy. Candidates consistently manage their time and priorities, control personal development, create better team alignment, and grow confidently in their role as sales representatives. The Salesforce Certified Sales Representative has a detailed understanding of their customers, puts them at the center with a commitment to their success, and leads with empathy.
Candidates for this exam should have 6 months to 3 years experience as a sales representative.
Salesforce Sales Representative Exam Summary:
| Exam Name | Salesforce Certified Sales Representative |
| Exam Code | Sales Representative |
| Exam Price | Registration fee: USD 200 Retake fee: USD 100 |
| Duration | 105 minutes |
| Number of Questions | 60 |
| Passing Score | 70% |
| Recommended Training / Books | Prepare for Your Salesforce Certified Sales Representative Credential Cert Prep: Salesforce Certified Sales Representative |
| Sample Questions | Salesforce Sales Representative Sample Questions |
| Recommended Practice | Salesforce Certified Sales Representative Practice Test |
Salesforce Sales Representative Syllabus:
| Section | Objectives | Weights |
| Planning | - Describe the elements of territory planning. - Create an approach to engage key accounts. - Calculate sales quota attainability based on account, territory, and prospect insights. - Develop business relationships and build partnerships with key roles and personas. |
21% |
| Customer Engagement | - Demonstrate thought leadership and build credibility to shift the customer's thinking. - Leverage multiple touchpoints to build prospect interest and align on why a solution meets their needs. - Nurture relationships and drive product adoption to maximize value for the customer. |
15% |
| Deal Management | - Identify how to qualify a prospect and when to move to the next stage of the sales process. - Determine customer's business strategies, goals, initiatives, and challenges to define the scope of the solution. - Develop and present the value proposition of a solution based on customer needs. - Identify and remove all challenges to finalize the deal. - Gain customer commitment and close formal contract. |
37% |
| Pipeline Management | - Identify and generate new pipeline. - Analyze pipeline health insights ensuring data integrity to improve customer relevance. - Explain pipe progression and stage velocity. |
12% |
| Forecasting | - Assess forecast accuracy to drive opportunity consistency. - Measure the risks and opportunities associated with a business deal. - Explain key inputs that drive the forecasting process. |
06% |
| Customer Success | - Identify the actions needed to book and fulfill orders. - Identify the post-sales customer journey. - Assess customer realized and expected value. |
09% |
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