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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?
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.
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.
Northern Trail Outfitters launched Salesforce for its EMEA subsidiary 3 months ago and wants to gain insight into usage.
Which option should a consultant recommend to meet this requirement?
For organizations like Northern Trail Outfitters looking to gain insight into user adoption, the Salesforce Adoption Dashboard from the AppExchange provides a comprehensive and customizable solution. This dashboard offers key metrics, such as login frequency, feature usage, and data quality indicators, allowing stakeholders to monitor and analyze how users are interacting with Salesforce.
The dashboard offers visual insights into adoption trends and user behavior across different roles and regions, enabling administrators to identify areas where additional training or support might be needed. By tracking usage metrics, Northern Trail Outfitters can proactively address any challenges in user adoption and ensure that users are effectively leveraging Salesforce for their daily operations.
A small company has hired a consultant to plan its Sales Cloud implementation. The company wants to get up and running with Sales Cloud right away. The deadline has yet to be established and the requirements still need to be defined.
Which project management methodology should a consultant recommend to ensure the implementation is successful?
In situations where the deadline is flexible, and requirements are yet to be defined, Agile methodology is recommended for Sales Cloud implementation. Here's why:
Flexibility and Iterative Approach: Agile methodology accommodates evolving requirements through iterative cycles. This allows the company to start implementing Sales Cloud while refining and defining requirements progressively.
Quick Start: Agile's incremental approach means the team can begin with basic functionality and enhance it over time, which aligns with the company's goal of getting up and running quickly.
Salesforce Best Practices: Salesforce recommends Agile methodology for projects with changing requirements and an emphasis on quick delivery, ensuring adaptability and continuous improvement.
In summary, Agile (Option A) is the best methodology for a quick and adaptable Sales Cloud implementation with undefined requirements.
Cloud Kicks wants to set up contacts and accounts, where contacts can be associated to multiple accounts.
Which configuration allows for this setup?
Salesforce provides a standard feature called 'Contacts to Multiple Accounts' that enables users to associate a single contact with multiple accounts without the need for custom objects or additional fields. Here's how it works:
Contacts to Multiple Accounts Feature: This feature allows users to create multiple relationships between a single contact and various accounts. Salesforce recognizes the flexibility needed when contacts (such as consultants or vendors) may work with multiple organizations.
Efficiency and Simplicity: Enabling this feature in Setup is straightforward and requires no custom development. It also allows users to define the role of each contact for each account, providing more context on the nature of each relationship.
Salesforce Best Practices: Salesforce recommends using the built-in Contacts to Multiple Accounts feature as the primary solution for managing such relationships, as it leverages standard functionality that is fully supported and well-documented.
In summary, to relate a contact to multiple accounts, the best practice is to enable users to relate a contact to multiple accounts in Setup (Option C), as this method is standard and directly supported by Salesforce.
The Cloud Kicks sales team can create leads for both business and individual customers. Person Accounts have been enabled in its Salesforce org.
What should the consultant do to convert a Lead into a Person Account?
When Person Accounts are enabled in a Salesforce organization, they allow users to represent individual customers without the need for an associated company. To convert a lead into a Person Account, the key step is to leave the 'Company' field blank on the lead record. This signals Salesforce to convert the lead into a Person Account rather than a Business Account.
Here's how it works:
Person Account Conversion Criteria: Salesforce uses the presence or absence of data in the Company field to determine whether to convert a lead into a Business Account (when Company is populated) or a Person Account (when Company is blank).
Streamlined Process: Leaving the Company field blank during lead entry ensures that the lead is treated as an individual, resulting in a Person Account upon conversion. No additional configurations or custom triggers are needed.
Person Account Use Cases: Person Accounts are especially useful for B2C scenarios where individual customers do not have a company affiliation, as they combine Account and Contact functionalities into a single record.
