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Sales reps at Universal Containers want to know when a customer or prospect contact opens an email the reps sent so they can follow up with the contact shortly afterward.
Which tool should a consultant recommend to meet the requirement?
Salesforce Inbox provides email tracking capabilities, allowing sales reps to see when recipients open emails, click links, or reply. This real-time tracking enables reps to follow up promptly after a customer or prospect has interacted with an email, which aligns with Universal Containers' requirement for immediate insights on email engagement.
Real-Time Email Tracking: Salesforce Inbox offers insights into customer interactions, giving reps timely information on when emails are opened, which can help prioritize follow-up actions.
Integration with Sales Cloud: It integrates directly with Sales Cloud, enabling reps to manage customer interactions seamlessly from their inbox.
Cloud Kicks (CK) recently completed the first phase of its Sales Cloud implementation. In the next phase, one factor that consultants are considering is whether any of CK's 500 sales agents
are using a mobile device or a browser to access Salesforce.
What should the consultants do to efficiently analyze how users are logging in to Salesforce?
To efficiently analyze login patterns of Cloud Kicks' sales agents, consultants can create a User report and filter by Login Subtype. This filter provides details on the specific method of login, such as mobile or browser, enabling a quick and precise understanding of how agents are accessing Salesforce. This approach allows for easy tracking and analysis without the need to review individual user records manually, streamlining the assessment of login behaviors across a large user base like CK's 500 sales agents.
Sales reps at Universal Containers receive leads that are generated from various channels. Lead quality varies greatly. Sales managers want the
sales reps to focus on the leads most likely to result in a sale.
What should the consultant recommend to meet this requirement?
A lead scoring strategy helps prioritize leads based on their likelihood of conversion, allowing sales reps to focus on high-quality leads that are more likely to result in sales. Salesforce provides tools such as Einstein Lead Scoring, which can automate this process using AI to analyze lead attributes and behaviors, giving each lead a score that reflects its quality. This strategy supports sales managers' goals of improving focus and efficiency in handling leads from various sources.
Cloud Kicks needs to set sales quotas for all sales reps.
Which solution should the consultant consider?
To set sales quotas for sales reps, Salesforce provides a feature called Forecast Quotas. By enabling Forecast Quotas from Setup, organizations can define and manage sales quotas for individual sales reps, teams, or territories within the Salesforce Forecasts feature. This allows sales managers to set goals and track sales performance against these quotas.
Setting Up Forecast Quotas: Once enabled, quotas can be managed from the Forecasts tab, where managers can set monthly or quarterly targets for reps based on their sales expectations.
Visibility and Tracking: The quota information integrates directly with the Forecasts feature, providing visibility for reps and managers to monitor progress and performance.
Cloud Kicks (CK) has acquired a competitor that also uses Sales Cloud. They have many of the same customers and prospects. The CEO of CK
wants the consultant to work with senior managers to document use cases and determine a project plan for everyone who will be on the CK org.
Which action should the consultant recommend?
When merging two organizations, it is critical to understand and document the existing business practices of each entity. Conducting discovery sessions with senior managers helps identify differences, overlaps, and potential integration points between the companies' processes. This step provides a comprehensive view of each organization's needs and lays the foundation for creating a cohesive project plan that aligns with both companies' goals.
Salesforce recommends discovery sessions as a best practice during mergers and acquisitions, as they facilitate thorough understanding and ensure that the integrated solution meets the combined organization's requirements.
