Salesforce Certified Sales Representative
The Salesforce Certified Sales Representative needs to know a lot about the sales process and be really good at planning, researching customers and prospects, managing deals, handling pipelines, predicting outcomes, and closing deals that bring value. They should also know their customers really well, making them the main focus and being dedicated to making sure they succeed, all while showing empathy. However, the Salesforce Certified Sales Representative certification exam is for people who want to show what they know and can do in certain areas:
- Helping with finding information and doing research to make a sales plan.
- Building important relationships for customer involvement.
- Talking with customers at each step of the sales process.
- Showing smart thinking throughout all interactions with customers.
- Creating and presenting solutions that match what customers need.
- Dealing with concerns and discussions.
- Getting a commitment to finalize deals.
- Figuring out how to generate and move through potential sales opportunities.
- Using knowledge of predicting to boost chances and renewals.
- Making customers successful by managing orders, providing services and support, and showing customer value.
Target Audience:
- Candidates for the Salesforce Certified Sales Representative show top-notch sales skills by focusing on customers.
- They build trust with their customers, make sure deals go well by working closely with the whole account team, executives, and stakeholders, and take full control of the sales process by planning, managing, and analyzing their business.
- These certified representatives are skilled in communicating with customers, researching, discovering needs, working in teams, demonstrating value, and planning account strategies.
- They are good at managing their time, setting priorities, taking charge of their own development, fostering better teamwork, and growing confidently in their sales role.
- A Salesforce Certified Sales Representative knows their customers well, keeping them at the center and committing to their success with a compassionate approach.
- To take this exam, candidates should have 6 months to 3 years of experience as a sales representative.
Exam Details
- The exam includes 60 multiple-choice questions and up to 5 non-scored questions, with a time limit of 105 minutes for completion.
- To pass, a score of 70% or higher is required.
- The exam can be taken either onsite at a testing center or in an online proctored environment.
- No hard copy or online materials may be referenced during the exam.
Registering for the Exam
Here’s how to register for the Salesforce Accredited B2B Commerce Administrator:
- Log in to Webassessor at www.webassessor.com/salesforce. If you don’t have a test taker profile, create one.
- Click on “Register for an Exam.”
- Find the exam you want and choose the delivery method: onsite proctored or online proctored. Click “Register.”
- For onsite proctored exam:
- Pick a testing center.
- Choose the date and time, read the policies, and acknowledge.
- For online proctored exams:
- Choose the date and time, read the policies, and acknowledge.
- Online exams adjust to your time zone from your Webassessor profile.
- Click “Select.”
- Review details, then click “Checkout.”
- Enter your payment info, including any voucher/coupon codes and/or credit card details. Taxes apply per local laws.
- Click “Submit.”
- You’ll get a purchase confirmation. Click “Done.”
- An email confirming your registration and purchase will be sent to you.
Exam Course Outline
The outline for this exam course is meant to assist you in determining if you’re prepared to pass the Salesforce Certified Sales Representative exam. It includes details about all the exam objectives, aiming to support you in getting a passing score. Salesforce suggests a mix of practical experience, attending courses, and self-study to increase your chances of success on the exam. However, the Salesforce Certified Sales Representative exam evaluates how well a candidate knows and can apply the following objectives. Candidates are expected to demonstrate sales knowledge and expertise in each of the areas listed below.
Planning: 21%
- Describe the elements of territory planning.
- Create an approach to engage key accounts.
- Calculate sales quota attainability based on account, territory, and prospect insights.
- Develop business relationships and build partnerships with key roles and personas.
Customer Engagement: 15%
- Demonstrate thought leadership and build credibility to shift the customer’s thinking.
- Leverage multiple touchpoints to build prospect interest and align on why a solution meets their needs.
- Nurture relationships and drive product adoption to maximize value for the customer.
Deal Management: 37%
- Identify how to qualify a prospect and when to move to the next stage of the sales process.
- Determine the customer’s business strategies, goals, initiatives, and challenges to define the scope of the solution.
- Develop and present the value proposition of a solution based on customer needs.
- Identify and remove all challenges to finalize the deal.
- Gain customer commitment and close formal contract.
Pipeline Management: 12%
- Identify and generate new pipeline.
- Analyze pipeline health insights ensuring data integrity to improve customer relevance.
- Explain pipe progression and stage velocity.
Forecasting: 6%
- Assess forecast accuracy to drive opportunity consistency.
- Measure the risks and opportunities associated with a business deal.
- Explain key inputs that drive the forecasting process.
Customer Success: 9%
- Identify the actions needed to book and fulfill orders.
- Identify the post-sales customer journey.
- Assess customer realized and expected value.
Salesforce Certified Sales Representative Exam FAQs
Salesforce Certified Sales Representative Preparatory Guide
Now that we’ve learned about the Salesforce Certified Sales Representative exam and its specifics, the next crucial step is understanding how to get ready for it. Exam preparation is no walk in the park; it demands constant effort, concentration, and commitment.
Passing the Salesforce Certified Sales Representative exam opens the door to a promising career in the IT industry. To succeed, you must have a genuine eagerness and a strong desire to learn. While numerous exam resources are available, it’s essential to pick the one that suits you best. Our preparatory guide is here to support you throughout your journey and ensure you’re well-prepared for the exam.
1. Understand Exam Objectives
Checking the exam objectives is a crucial step to make sure you haven’t missed anything. As mentioned earlier, going through the course outline is vital in exam preparation to ensure you cover everything. Moreover, repeatedly getting familiar with the exam objectives not only helps you understand concepts faster but also boosts your confidence. Hence, revising is a key step in your exam preparation and should not be overlooked.
- Planning: 21%
- Customer Engagement: 15%
- Deal Management: 37%
- Pipeline Management: 12%
- Forecasting: 6%
- Customer Success: 9%
2. Using Training and References
To get ready for this exam, Salesforce suggests a mix of practical experience, completing training courses, exploring Trailhead Trails, and self-study in the areas outlined in the Exam Outline section of this guide.
For self-study, use the following materials recommended for this exam:
To go through online Documentation, Tip Sheets, and User Guides, search for the topics outlined in the Exam Outline section of this guide. Study the information connected to those topics. You can also access Documentation, Tip Sheets, and User Guides through Salesforce Help.
3. Join Online Communities/Forums
Being a part of an Online Community such as the Salesforce Trailhead Community is a great way to understand where you stand in the competition. It allows you to engage with your peers and stay concentrated. You can gain insights from numerous posts, questions, answers, and comments about real-world Wi-Fi scenarios. The diversity of perspectives makes the content more dynamic and broadens your knowledge. Additionally, these groups will keep you informed about the exam updates and enhance your confidence.
4. Practice Exam Tests
After completing your preparation, it’s time for the performance phase, also known as self-evaluation. This step helps identify your strengths and weaknesses, boosting confidence and improving time management. Practice exams are created to simulate the real exam environment, providing candidates with a realistic experience.
