1. Industry Knowledge

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

2. Implementation Strategies

• 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

3. Sales Cloud Solution Design

• 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
• 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 territory management
• Explain the capabilities, use cases and design considerations when implementing Orders
• Explain the capabilities, use cases and design considerations of Salesforce1 Mobile App pertinent to the sales process

4. Marketing and Leads

• 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

5. Account and Contact Management

• 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

6. Opportunity Management

• 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

7. Sales Productivity

• 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

8. Communities and Site Management

• Explain the use cases for Communities and sites in the sales process
• Identify the impact of enabling Communities

9. Sales Cloud Analytics

• Given a set of desired metrics, determine the appropriate report, dashboard or analytic snapshot solution
• Describe the implementation considerations of multi-currency on reports and dashboards

10. Integration and Data Management

• Explain the use cases and considerations for integrations common to Sales Cloud implementations
• Explain the use cases and considerations for data migration in Sales Cloud
• Given a scenario, analyze the implications and design considerations of large data and transaction volumes