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Salesforce-Certified-Sales-Representative-Study-Guide

Salesforce Certified Sales Representative Self-Paced Study Guide eBook

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Table of Content
Chapter 1: Introduction ………………………………………………… 9
Chapter 2: Planning …………………………………………………….. 16
Chapter 3: Customer Engagement ……………………………….. 42
Chapter 4: Deal Management ………………………………………. 60
Chapter 5: Pipeline Management …………………………………. 84
Chapter 6: Forecasting ………………………………………………. 101
Chapter 7: Customer Success …………………………………….. 117

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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.

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