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Salesforce Sales-Con-201 Exam Syllabus Topics:

Section	Weight	Objectives
Opportunity Management	17%	- Forecasting and quota management - Opportunity stages and pipeline management
Account and Contact Management	12%	- Contact management best practices - Account hierarchy and relationships
Sales Cloud Analytics	10%	- Reports and dashboards for sales - Sales metrics and KPIs
Practical Application of Sales Cloud Expertise	33%	- Customer success and solution delivery - Sales Cloud implementation strategies - Scalability and maintainability
Sales Cloud Configuration	16%	- Sales processes and workflows - Sales Cloud features and customization
Lead Management	12%	- Lead qualification and conversion - Lead scoring and routing

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Salesforce Certified Sales Cloud Consultant Sample Questions (Q80-Q85):

NEW QUESTION # 80
The Cloud Kicks global sales team has asked for a simpler way to view and manage its opportunity pipeline. The team is often responsible for hundreds of deals at a time across multiple countries and currencies. The sales reps have suggested using the Kanban view. What is a consideration when using the Kanban view?

A. It can display up to 10 fields per card.
B. It can summarize records by Currency fields.
C. It can show roll-up summary fields for Currency fields.

Answer: B

NEW QUESTION # 81
Cloud Kicks (CK) wants to implement sharing rules. Which consideration should the consultant explain to CK?

A. Sharing rules apply only to new records that meet the definition of the source data set.
B. Sharing rules can expand access beyond the organization-wide default levels.
C. When a sharing rule is deleted, the sharing access created by that rule must be manually removed.

Answer: B

NEW QUESTION # 82
Sales managers at Cloud Kicks want to create a sales dashboard of key performance indicators (KPIs) to measure day-to- day operations.
Which key metric should the consultant include in the dashboard?

A. Number of outbound calls made over a period of time
B. Number of updated opportunities
C. Number of marketing qualified leads (MQL)

Answer: A

Explanation:
For day-to-day operations, sales managers can benefit from tracking the number of outbound calls made, as this reflects sales activity levels and engagement with leads or customers. This metric is actionable and provides insight into the volume of sales efforts, which is useful for daily KPI tracking.
* Outbound Calls as a Sales Activity Metric: Outbound calls are a direct measure of sales reps' efforts to reach out to leads and customers. This can help managers understand daily productivity and assess whether activity levels are aligned with sales goals.
* Direct Impact on Sales Performance: A high number of outbound calls can correlate with increased opportunities and potential sales, making it a valuable metric for daily operations.
Option B (number of updated opportunities) reflects opportunity management but may not directly correlate with daily activity, and Option C (MQLs) focuses more on marketing rather than sales activities. For guidance on creating sales dashboards, refer to Salesforce's Sales Analytics documentation.

NEW QUESTION # 83
Sales reps at Cloud Kicks are responsible for creating leads manually and uploading leads. The marketing department has noticed that some leads are missing important information. Which functionality should the consultant apply to ensure that the main fields are populated?

A. Path with key fields
B. Required fields
C. Screen flows

Answer: B

NEW QUESTION # 84
Universal Containers has implemented a lead qualification process that uses a lead scoring formula. Upon review, many of the converted leads with the highest scores had little interest in making a purchase.
Which modification to the current lead qualification process should a consultant recommend?

A. Increase points for actions that Indicate Intent.
B. Evaluate each record against the target marketing persona.
C. Include a measure for the number of marketing touches.

Answer: A

Explanation:
When leads with high scores do not convert as expected, it suggests that the scoring model may not effectively measure purchase intent. Adjusting the lead scoring formula to assign higher points for actions that indicate strong intent (such as downloading a whitepaper or requesting a demo) can improve the accuracy of the scoring process, ensuring that highly interested leads are prioritized.
Including a measure of marketing touches or evaluating against personas could also help, but increasing points for high-intent actions directly addresses the issue of prioritizing leads based on purchase readiness.
Salesforce Documentation References:
* Lead Scoring Best Practices
* Improving Lead Qualification

NEW QUESTION # 85
......

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