Description
Exam Outline
The Salesforce Certified Sales Representative exam is your gateway to showcasing a profound understanding of vital sales objectives. If you’re aiming to ace this, it’s essential to possess in-depth sales knowledge encompassing all the mentioned areas below. Tailored for those who stand out in their expertise, this exam is a benchmark of excellence. Make sure to prepare thoroughly and cement your position as a leading sales professional in today’s competitive digital landscape. Stand out and shine in your Salesforce journey!
Planning: 21%
- 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.
Customer Engagement: 15%
- 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.
Deal Management: 37%
- 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.
Pipeline Management: 12%
- Identify and generate new pipeline.
- Analyze pipeline health insights ensuring data integrity to improve customer relevance.
- Explain pipe progression and stage velocity.
Forecasting: 6%
- 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.
Customer Success: 9%
- Identify the actions needed to book and fulfill orders.
- Identify the post-sales customer journey.
- Assess customer realized and expected value.