Salesforce Sales Cloud Consultant Certification Course

In this introductory lecture, we discuss the different topics that will be covered in this section and prepare for success in this Knowledge Area of the Exam.

• Explain the factors that influence sales metrics, KPIs and business challenges.
• Explain common sales processes and key considerations. 

In this lecture, we discuss the sales metrics that matter. This is a high level conversation about Sales Metrics and I also introduce you to an insightful ebook that contains key strategic information related to Sales Metrics. Refer to the Resources section for a link to the eBook PDF.

In this lecture, I discuss common Key Performance Indicators and Business Challenges that Sales Cloud Consultants may face. I also provide several helpful resources that will help you understand KPIs related to Sales methodologies.

In this lecture we create several Lead Processes and Sales Processes for later use in the course. We also discuss a fictional company scenario for Universal Containers and potential lead and sales processes they might employ.

To get the most out of this course, and to fully prepare you for the Salesforce Sales Cloud Consultant Certification Exam, I encourage you to consider completing certain Salesforce Trailhead modules and units.

To put what you have learned in this section into practice, you may optionally complete the Trailhead Units linked to in this lecture.

In this introductory lecture, we discuss the different topics that will be covered in this section and prepare for success in this Knowledge Area of the Exam. These topics include:

• Given a scenario, determine how to facilitate a successful consulting engagement (plan, gather requirements, design, build, test, and document). 

• Given a scenario, determine appropriate sales deployment considerations. 
 Given a scenario, measure the success of a Sales Cloud implementation project. 

We discuss scenarios for successful consulting engagements. I introduce you to an app that Salesforce developed internally and has now made available to the public for free - Agile Accelerator. I walk you through installing this app in your own org. I also introduce you to a helpful getting started document for new Salesforce implementations.

In this lecture we revisit the Agile Accelerator and take a brief tour. We also discuss key considerations for the planning phase of consulting engagements.

In this lecture, we discuss the Requirements Gathering Phase of a Consulting Engagement. I introduce you to a helpful Trailhead trail that walks you through how to gather requirements. I also provide links to helpful Requirements Gathering templates you can use for your own Salesforce projects.

In this lecture, we discuss the Designing Phase of a Consulting Engagement. I introduce you to 9 core data access design patterns you need to keep in mind for any engagement.

In this lecture we discuss the typical steps involved in the building phase of consulting engagements.

I show you the Salesforce Developer console, as well as how to utilize reports for testing purposes.

In this lecture we discuss the Documentation phase of consulting engagements. We look at how to document your consulting work on Chatter through posts on specific object records, such as a User Story via Agile Accelerator, as well as uploading files through Chatter into Salesforce Content. I show a sample PDF guide to certifications from Salesforce University which is also linked to as a downloadable PDF from this lecture.

In this lecture, I show you different ways you can deploy changes to different Salesforce orgs. Be sure to check the resources for this lecture.

In order to measure a Sales Cloud Implementation's success, you need to gather data around the adoption, usage, and impact of the solutions you've rolled out. In this lecture, I show you a few Dashboard and Report apps you can install in your own org, as well as other resources related to how to gather feedback and measure results.

To get the most out of this course, and to fully prepare you for the Salesforce Sales Cloud Consultant Certification Exam, I encourage you to consider completing certain Salesforce Trailhead modules and units.

In this introductory lecture, we discuss the different topics that will be covered in this section and prepare for success in this Knowledge Area of the Exam.

• Given a set of requirements, design an end-to-end sales process from lead to opportunity to quote to close to order. 

• Given a scenario, analyze customer requirements to determine an appropriate solution design considering capabilities, limitations, and design trade-offs. 

• Given a scenario, identify an appropriate approach when designing the lead conversion process. 

• Describe the implementation considerations when designing a sales process. (validation rules, process builder, automation, record types, page layouts, workflow, Visualflow and triggers). 

• Given a scenario, determine when it is appropriate to include custom application development or a third-party application. 

• Describe the appropriate uses cases for Account and 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. 


In this lecture we discuss what is involved in designing an end-to-end sales process in the Salesforce platform.

In this lecture we discuss the front end of the Sales lifecycle in Salesforce, which involves Leads.

We look at Lead Processes and how they control the different Status selections available on Leads.

In this lecture we go through the process of creating a couple of custom fields on the Lead object and then performing the Lead Field Mapping to connect these values over to the Contact object, upon the conversion process.

In this lecture we look at creating an opportunity during the lead conversion process.

In this lecture we discuss a common scenario and requirement you are likely to encounter as a consultant, as well as a common scenario you will likely find on the Sales Cloud Consultant exam - referencing account information on contact records, via cross object formula fields.

In this lecture we discuss Quotes and I introduce you to the CPQ Basics Trailhead module.

In this lecture we discuss leveraging validation rules to enforce that certain fields and filled in when an opportunity reaches a certain stage.

In this lecture, we discuss a common scenario and request you will encounter on the job and on the exam with how to alert users that something specific has happened on the platform. We work through an example of getting past our validation rule that we set in the previous lecture and then alerting a user via an email alert that is fired from a workflow rule. We also look at a help article that contains a helpful automation tool matrix that will help guide you in determining which automation tool is appropriate and best for a given scenario.

In this lecture, we look at sample question #2 from the exam guide.

In this lecture we revisit Quotes and I demonstrate how to enable Quotes in your own org. We then create a quote on an opportunity and generate a PDF of the quote.

In this lecture, I introduce you to Account Teams and demonstrate how they work.

Teams can be added to opportunities, in addition to teams. In this lecture, we work through the functionality of Opportunity Teams.

In this lecture, I show you how to activate Enterprise Territory Management in your own org. We then walk through creating Territory Types and Territory Models. We finish out by creating a hierarchy for a territory and then activate it.

In this lecture I walk you through the implementation of Orders in your Salesforce org. We also cover the relationship between Orders and Opportunities.

In this lecture, we walk through the Salesforce1 Quick Start Wizard to set up the initial settings for the mobile app for our users. We customize and preview the Navigation Menu and Global Actions of the mobile app as we start rolling out mobile capabilities to our user base.

In this lecture, we continue with more of the Salesforce1 settings available to further customize the sales process in the mobile app.

In this lecture, I walk you through how page layouts work in Salesforce1. We also walk through the process of changing the object specific quick actions available on the Contact page layout for the Salesforce1 mobile app.

To get the most out of this course, and to fully prepare you for the Salesforce Sales Cloud Consultant Certification Exam, I encourage you to consider completing certain Salesforce Trailhead modules and units.

To put what you have learned in this section into practice, you may optionally complete the following Trailhead Units

In this introductory lecture, we discuss the different topics that will be covered in this section and prepare for success in this Knowledge Area of the Exam.

• Explain how marketing capabilities support the sales process. 

• Given a scenario, recommend appropriate methods for lead scoring and criteria 
for lead qualification. 
 Explain the best practices for managing lead data quality.

In this lecture we look at the Marketing app, and its associated tabs for Campaigns and Leads. We revisit the Lead Conversion process and also add a new Status designation for lead records. We convert a lead into a new Contact, Account and Opportunity. We also go into a Campaign and add new Campaign Members.

In this lecture, we set up basic Lead Scoring functionality in our org. We also look into some of the newer functionality that Salesforce is extending (for an additional price) via Salesforce Einstein for the Sales Cloud, and the Einstein Lead Scoring functionality.

In this lecture we manage lead data quality by creating validation rules on leads.

To get the most out of this course, and to fully prepare you for the Salesforce Sales Cloud Consultant Certification Exam, I encourage you to consider completing certain Salesforce Trailhead modules and units.

To put what you have learned in this section into practice, you may optionally complete the following Trailhead Units.

In this introductory lecture, we discuss the different topics that will be covered in this section and prepare for success in this Knowledge Area of the Exam.

• Identify use cases and design considerations for social accounts and contacts. 

• Explain how the ownership of account and contact records drive visibility of related sales information 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 cases and implications for implementing person accounts. 


In this text lecture, I show you how to activate Social Accounts and Contacts in your Salesforce org. I also show you how to connect your Facebook and Twitter accounts, which can be used to associate social profiles to Account and Contact records in your own Salesforce instance.

In this lecture we discuss the impact that the ownership of account and contact records has on visibility.

In this lecture, I discuss how to set up a Sharing Rule on the Account object to extend Read Only access to our example user. Sharing Rules are used to grant further access to records and can't be used to restrict access.

In this lecture we look at Sample Test Question #3 in the Exam Guide. It goes into record visibility and mentions that there is a Private sharing model that has been set up. I walk you through how to dissect the question and determine what the right answer is.

Beyond the out-of-the-box functionality of creating a new contact to associate it with an account, there are several other ways to establish relationships between accounts and contacts. We set up three additional features in our org that further extend and enhance the account to contact relationship:

• Enabling Contacts to be Associated with Multiple Accounts
• Setting Up Contact Roles
• Creating Duplicate Rules

In this lecture, I show you how to view an account hierarchy, as well as to associate other accounts into the Hierarchy. We also address how to adjust the columns that are displayed in the Account Hierarchy page layout.

In this lecture we discuss the process and implications of implementing person accounts in your org.

To get the most out of this course, and to fully prepare you for the Salesforce Sales Cloud Consultant Certification Exam, I encourage you to consider completing certain Salesforce Trailhead modules and units.

To put what you have learned in this section into practice, you may optionally complete the following Trailhead Units.

In this introductory lecture, we discuss the different topics that will be covered in this section and prepare for success in this Knowledge Area of the Exam.

• Given a set of requirements, determine how to support different sales process scenarios.
• Given a scenario, determine the relationships between sales stages, forecast and pipeline.
• Describe the relationships between opportunities to assets, product line items and schedules, price books, quotes, contracts, campaigns, etc. 

• Given a set of requirements, determine the appropriate forecasting solution. 

• Describe the impact of multi-currency on opportunities. 


In order to implement multiple Sales Processes, we create Opportunity Record Types to correspond with each of the 3 Sales Processes we previously created. We then adjust the stages for Opportunities for each Record Type. We also look at how Record Types control picklist selection values. Finally, we cover how to perform Page Layout Assignments and how those are specified by Profile and Record Type.

In this lecture, we reorder the sequence of Stages on Opportunities as well as adjust the probabilities associated with Stages. We discuss how probabilities impact the Expected Revenue on your Opportunities, and in turn how that impacts your Forecast. We visualize your Pipeline through the Kan Ban view in Lightning Experience as well as building our first pipeline report and chart.

In this lecture we look at sample test question #1 from the exam guide, which mentions Sales Pipelines.

In this lecture, I introduce you to Assets. We discuss the use cases for implementing Assets in your org. We then work through the functionality of Assets and how they relate to Closed/Won Opportunities as you relate Assets to Products, Accounts and Contacts.

In this lecture, I discuss how Price Books work with Opportunities.

Opportunity product line items are explored in this lecture.

In this lecture I demonstrate product scheduling.

We previously looked at CPQ and created a Quote in the Solution Design section of this course. We take the Quote object further now that we are in the Opportunity Management section of the course, by creating an additional Quote Template to generate another PDF from. We then save the Quote PDF and email it, and then I demonstrate how that appears in the Activity Management related list of the Quote, with the attachment listed.

Contracts are related to Contacts, Accounts and Cases and an active contract is required in order to process Orders in Salesforce. In this lecture, I show you how to customize the Status order of Contracts and also we walk through adding the Contracts related list to the Account page layout.

In this lecture we discuss campaigns and opportunities and how they relate to one another.

Campaign Influence and adding the influential campaigns related list are discussed.

In this lecture we enable forecasting in our org and view a sample forecast.

In this lecture I show you how to enabled multiple currencies in your free Salesforce account (do not enable multiple-currencies in your workplace organization if you do not have the proper authorization). I also address how to log a case for a free developer account, helpful support phone numbers for Salesforce support, and how to enter initial exchange rates as well as add additional currencies to your org. 

In this lecture we review sample test question #4 from the Exam Guide, which delves into multiple currencies related to products and price books.

To get the most out of this course, and to fully prepare you for the Salesforce Sales Cloud Consultant Certification Exam, I encourage you to consider completing certain Salesforce Trailhead modules and units.

To put what you have learned in this section into practice, you may optionally complete the following Trailhead Units.

In this introductory lecture, we discuss the different topics that will be covered in this section and prepare for success in this Knowledge Area of the Exam.

• Given a scenario, determine the key features that help to enable and measure sales productivity and adoption. 

• Identify use cases and considerations for using email and productivity tools. 

• Given a scenario, identify the appropriate mobile solution to improve sales productivity. Describe how Chatter enables collaboration in the sales process. 

• Explain the use cases and best practices for using Content vs. Chatter Files in the sales process. 

• Explain the capabilities and use cases of work.com pertinent to sales productivity. 


In this lecture we look at some of the productivity and adoption tools that are available in the Sales Cloud. We also revisit the Sales Adoption Dashboards app on the AppExchange.

In this lecture, we discuss the various Email tools that are available in Salesforce, such as Lightning Sync, Lightning for Outlook, Lightning for Gmail and Email to Salesforce.

In this lecture, I enable the Path in Salesforce and then configure it to highlight Key Fields and Guidance for Success for the different stages of an opportunity.

We explore some of the various ways you can leverage Chatter to collaborate in the Sales process. Some of the core functionality of Chatter and Chatter Groups are demonstrated.

In this text lecture, I refer you to additional resources that compare and contrast Content, Files, Documents and more.

In this lecture, I walk you through enabling Work.com in Salesforce Classic. We then add Thanks to the Global Publisher Layout.

We briefly discuss a newer acquisition of Salesforce - Quip.com - their next-level content management and collaboration system. Although Quip is not likely to make its way onto the exam any time soon, you may encounter it in a consulting engagement. This will also give you an idea as to where Salesforce might be heading in its attempt to not have so many different options between Files, Content, Documents, etc.

In this lecture, I introduce you to the Sales Cloud Einstein Trailhead module and discuss some of the functionality of Einstein in the Sales Cloud.

In this lecture, I show you where to find a Knowledge Base article I wrote related to downloading, installing and configuring the Salesforce1 Mobile App. I then take you on a tour of the mobile interface. I then run through some common Sales activities you can perform on the mobile app.

To get the most out of this course, and to fully prepare you for the Salesforce Sales Cloud Consultant Certification Exam, I encourage you to consider completing certain Salesforce Trailhead modules and units.

To put what you have learned in this section into practice, you may optionally complete the following Trailhead Units.

In this introductory lecture, we discuss the different topics that will be covered in this section and prepare for success in this Knowledge Area of the Exam.

• Explain the use cases for Communities and sites in the sales process. (Customer, Partner, Ideas, Force.com Sites, etc.). 
 
• Identify the impact of enabling Communities. 

In this lecture we enable communities in our org. I walk you through the process of setting up your first community.

In this lecture we walk through sample test question #5 from the exam guide, which discusses some specific functionality in Communities.

In this lecture, we implement Ideas and customize the Ideas page layout.

In this lecture, we set up a Force.com Site.

To get the most out of this course, and to fully prepare you for the Salesforce Sales Cloud Consultant Certification Exam, I encourage you to consider completing certain Salesforce Trailhead modules and units.

To put what you have learned in this section into practice, you may optionally complete the following Trailhead Units.

In this introductory lecture, we discuss the different topics that will be covered in this section and prepare for success in this Knowledge Area of the Exam.

• Given a set of desired metrics, determine the appropriate report, dashboard or reporting snapshot solution. 

• Describe the implementation considerations of multi-currency on reports and dashboards. 


In this lecture I show you how to create an Opportunity History report. These type of reports are useful in doing things such as figuring the average stage duration for all opportunities in your org.

In this lecture, I discuss report filters, sharing rules, teams, and how these impact the visibility of report data.

In this lecture we review sample Sales Dashboards.

Reporting Snapshots are explored.

To get the most out of this course, and to fully prepare you for the Salesforce Sales Cloud Consultant Certification Exam, I encourage you to consider completing certain Salesforce Trailhead modules and units.

To put what you have learned in this section into practice, you may optionally complete the following Trailhead Units.