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Sales Cloud Study Guide

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18 views

Sales Cloud Study Guide

Uploaded by

buingochoang
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PDF, TXT or read online on Scribd
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Sales Cloud Exam Resources

Vipanee Pengpol
November 30, 2016
Table of Topic & Weighting
Contents Expanded Outline
Online Courses
Implementation Guides
Topic Weight
Industry Knowledge 5%
Implementation 6%
Topic & Strategies

Weighting Sales Cloud Solution


Design
25%

Breakdown Marketing & Leads 7%


Account & Contact 12%
Management
Opportunity 15%
Management
Sales Productivity 12%
Communities & Site 5%
Management
Sales Cloud Analytics 5%
Integration & Data 8%
Management
100%
Exam Outline Expanded

 Industry Knowledge  Sales Cloud Solution Design


 Explain the factors that influence sales metrics,  Given a set of requirements, design an end-to-end
KPIs and business challenges. sales process from lead to opportunity to quote to
close to order.
 Explain common sales processes and key
considerations.  Given a scenario, identify an appropriate approach
when designing the lead conversion process.
 Implementation Strategies
 Describe the implementation consideration when
 Given a scenario, determine how to facilitate a designing a sales process. (validation rules, process
successful consulting engagement (plan, gather builder, automation, record types, page layouts,
requirements, design, build, test, and document). workflow, Visualflow and triggers)
 Given a scenario, determine appropriate sales  Given a scenario, determine when it is appropriate to
deployment considerations. include custom application development or a 3rd party
application.
 Given a scenario, measure the success of a Sales
Cloud Implementation.  Describe the appropriate use cases for Account &
Opportunity Teams and the effect on sales roles,
visibility, access, and reporting.
 Explain the capabilities and use cases for Enterprise
territory management.
 Explain the capabilities, use cases and design
considerations when Implementing Orders.
 Explain the capabilities, use cases and design
considerations of Salesforce1 pertinent to the sales
process.
Presentation Title | Date

Copyright © Capgemini 2016. All Rights Reserved 4


Exam Outline Expanded Continued

 Marketing & Leads  Opportunity Management


 Explain how marketing capabilities support the sales  Given a set of requirements, determine how to
process. support different sales process scenarios.
 Given a scenario, recommend appropriate methods  Given a scenario, determine the relationships
for lead scoring and criteria for lead qualification. between sales stages, forecast and pipeline.
 Explain the best practices for managing lead data  Describe the relationship between opportunities to
quality. assets, product line items and schedules, price
 Account & Contact Management books, quotes, contracts, campaigns, etc.
 Identify use cases and design considerations for  Given a set of requirements, determine the
social accounts and contacts. appropriate forecasting solution.
 Explain how the ownership of account and contact  Describe the impact of multi-currency on
records drive visibility of related sales information opportunities.
such as opportunities, activities, etc.
 Explain the various methods for establishing
relationships between accounts and contacts.
 Explain the impact of having an account hierarchy.
 Explain the methods for populating and maintaining
account and contact data using data enrichment tools.
 Explain the use case and implications for
implementing person accounts.

Presentation Title | Date

Copyright © Capgemini 2016. All Rights Reserved 5


Exam Outline Expanded Continued

 Sales Productivity  Sales Cloud Analytics


 Given a scenario, determine the key feature that  Given a set of desired metrics, determine the
helps to enable and measure sales productivity and appropriate report, dashboard or reporting
adoption. snapshot solution.
 Identify use cases and considerations for using email  Describe the implementation consideration of
and productivity tools. multi-currency on reports and dashboards.
 Given a scenario, identify the appropriate mobile  Integration and Data Management
solution to improve sales productivity.
 Explain the use cases and considerations for integrations
 Describe how Chatter enables collaboration in the common to Sales Cloud implementations.
sales process.
 Explain the use cases and considerations for data
 Explain the use case and best practices for using migration in Sales Cloud.
Content vs. Chatter files
 Given a scenario, analyze the implications and design
 Explain the capabilities and use cases of work.com considerations.
pertinent to sales productivity.
 Communities and Site Management
 Explain the use case for Communities and sites in the
sales process. (Customer, Partner, Ideas, Force.com
Sites, etc.)
 Identify impact of enabling communities.

Presentation Title | Date

Copyright © Capgemini 2016. All Rights Reserved 6


Recommended Courses

 Online Courses
 Implementing Sales and Marketing
 Setting up and Building Communities
 Setting up Collaborative Forecasts
 Configuring Salesforce for Outlook
 Getting a Head Start with Chatter
 Getting Started with Data.com
 Getting Started with Work.com
 Using Salesforce1
 Getting Started Using Sales Cloud

Presentation Title | Date

Copyright © Capgemini 2016. All Rights Reserved 7


Where to Find Online Courses

 Step 1 Log into Salesforce.com


 Step 2 Click on “Help and Training”

 Step 3 Enter name of Online Course, “Implementing Sales and Marketing”

Presentation Title | Date

Copyright © Capgemini 2016. All Rights Reserved 8


Recommended Implementation Guides

 Implementation Guides
 A Guide to Sharing Architecture
 Implementation Guide: Campaign Management
 Deploying Territory Management
 Territory Management Decision Guide
 Setting Up Persons Accounts
 International Organizations: Using Multiple Currencies

Presentation Title | Date

Copyright © Capgemini 2016. All Rights Reserved 9


About Capgemini
With more than 180,000 people in over 40 countries, Capgemini
is one of the world's foremost providers of consulting, technology
and outsourcing services. The Group reported 2015 global
revenues of EUR 11.9 billion.

Together with its clients, Capgemini creates and delivers


business, technology and digital solutions that fit their needs,
enabling them to achieve innovation and competitiveness. A
deeply multicultural organization, Capgemini has developed its
own way of working, the Collaborative Business ExperienceTM,
and draws on Rightshore®, its worldwide delivery model.

www.capgemini.com

The information contained in this presentation is proprietary.


© 2016 Capgemini. All rights reserved. Rightshore® is a trademark belonging to Capgemini.

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