Cloud Kicks wants to enable sales reps to view an individual team member's split
percentage when the split percentage is less than 100% of the revenue amount.
Which attribution method should the consultant recommend?
A. Opportunity Percentage Split
B. Opportunity Amount Split
C. Opportunity Overlay Split
Explanation: The Opportunity Percentage Split feature is the best fit for Cloud Kicks when they need to allocate credit among sales team members based on each person’s contribution. This method enables flexible splitting of opportunity revenue, which is particularly useful when percentages do not total 100%. It provides visibility into individual contributions, allowing Cloud Kicks to attribute revenue accurately across team members
Universal Containers continues to see substantial growth year-over-year. Outside sales
reps think their territories are too dense to cover adequately. Leadership has decided to
modify the existing
sales territories and hire additional staff to make the account allocations more manageable.
Some states will change from one territory to two or more smaller territories. In these
instances, accounts will need to be reassigned to new territories.
Sales operations wants to review the territory account assignments and verify the accuracy
before the changes are reflected in Sales Cloud.
How should the consultant show sales operations what the data will look like after the
change?
A. Develop reports and dashboards that compare the existing and new territories.
B. Run the updated assignment rules in the Planning State and view the accounts on the territory detail page.
C. Install the Territory Health Assessment app from AppExchange.
Explanation: In Salesforce Territory Management, the Planning State allows users to view
and modify territory structures and assignment rules before implementing changes. By
running the updated assignment rules in this state, Sales Operations can preview how
accounts will be allocated within new territory structures. This Planning State feature is
specifically designed to enable users to assess the impact of changes on account
assignments, ensuring accuracy before activating the changes.
Utilizing the Planning State is a best practice because it provides a detailed preview of
account distributions, helping Sales Operations make informed decisions and validate
territory assignments. Once satisfied, the model can then be published to reflect these
changes in the active territory model without directly affecting the live data until ready. This
approach provides a controlled environment to validate changes and ensures smooth
transitions for complex territory adjustments
Cloud Kicks (CK) has recently lost several large deals to a competitor. CK management
wants to start tracking the reasons why opportunities are being lost.
What is the most efficient way for a consultant to meet this requirement?
A. Create a Competitors channel in Slack to share insights and stories.
B. Create a new custom object and automation to track competitors.
C. Create a new custom field on the Opportunity object.
Explanation: To track the reasons why opportunities are lost, creating a new custom
field on the Opportunity object is the most efficient solution. Here’s why:
Simplicity and Efficiency: A custom field allows users to select predefined reasons
for lost opportunities directly on the Opportunity record, providing a streamlined
method for data entry and reporting.
Data Collection and Reporting: With a dedicated field, CK can easily gather
consistent data on lost reasons and generate reports to identify trends. This helps
management understand why deals are lost and adjust strategies accordingly.
Salesforce Best Practices: Salesforce encourages the use of custom fields to track
critical sales data points, making it easy to capture and analyze specific metrics
related to opportunity outcomes.
References: Salesforce’s documentation on Opportunity Management discusses
using custom fields for enhanced tracking and data collection on opportunities.
In summary, creating a new custom field on the Opportunity object (Option C) provides
a straightforward and effective way for Cloud Kicks to track reasons for lost opportunities.
Cloud Kicks (CK) wants to implement sharing rules.
Which consideration should the consultant explain to CK?
A. Sharing rules can expand access beyond the organization-wide default levels.
B. When a sharing rule is deleted, the sharing access created by that rule must be manually removed.
C. Sharing rules apply only to new records that meet the definition of the source data set.
Explanation: In Salesforce, sharing rules are used to extend access to records beyond the default access levels established by organization-wide defaults (OWDs). These rules allow administrators to define which groups of users (e.g., roles, public groups, territories) need additional access, such as Read/Write permissions, to records they do not own. Importantly, sharing rules cannot restrict access below the level set by OWDs; they only provide additional access. Thus, for Cloud Kicks, implementing sharing rules means expanding access where needed to facilitate collaboration and ensure that the right users have appropriate visibility into records like Accounts, Opportunities, or other objects based on their role requirements
The sales department at Cloud Kicks is growing quickly. New sales executives want to
prioritize interacting with contacts who make or influence the decision to purchase Sales
Cloud.
What should the consultant recommend to document the decision- makers and
influencers?
A. Update Primary Contact on all Opportunities.
B. Use Contact Roles on the Opportunity object.
C. Create @ report showing Contacts with executive job titles.
Explanation: To effectively document decision-makers and influencers for sales
interactions, using Contact Roles on the Opportunity object is the best approach. Here’s
why:
Role-Based Identification: Contact Roles allow you to specify the role of each
contact in relation to an opportunity, such as Decision Maker, Influencer, or any
other relevant role. This directly helps the sales team understand who to engage
with based on their influence on the purchasing decision.
Standard Salesforce Feature: Salesforce’s Contact Roles functionality on
Opportunities is designed to help track relationships between contacts and deals.
It allows the assignment of multiple roles, providing flexibility to document various
influencers and decision-makers effectively.
Salesforce Best Practices: Salesforce recommends leveraging Contact Roles for
this type of tracking because it helps in segmenting contacts based on their impact
on the sale. This makes it easier to focus on key individuals and prioritize sales
efforts accordingly.
References: More information on setting up and utilizing Contact Roles on
Opportunities can be found in Salesforce's documentation on Opportunities and
Contact Roles.
In summary, using Contact Roles on the Opportunity object (Option B) is the recommended method for Cloud Kicks to document and prioritize decision-makers and
influencers in the sales process.
Page 6 out of 38 Pages |
Previous |