Becoming a Salesforce Certified Sales Cloud Consultant

Becoming a Salesforce Certified Sales Cloud Consultant

Recently I did the double whammy of Platform App Builder and Platform Developer I exams.  I have had a few questions about another certification I have done recently, the Salesforce Sales Cloud Consultant Certification (CRT-251).  So in this post let’s cover what the exam is, what it is testing and some resources to help you prepare for the exam.

Salesforce Certified Sales Cloud Consultant – Who is it for?

First thing is first, you don’t need to be a consultant to get this exam.  I would actually strongly recommend Admins prepare and sit the exam.


The exam obviously tests you on a number of areas within the Sales Cloud package.  But the primary focus of the Sales Cloud Consultant certification is implementing the right solution within Sales Cloud.

So you will need to use your understanding of the features within Sales Cloud, and chose the right way to implement a solution.

Sales Cloud in action... Important to know if your planning on becoming a Salesforce Certified Sales Cloud ConsultantTo this extent, most of the questions on the exam are scenarios/use case based. And like most other exams, you have to select the right multiple choice answer.

Sample question…

Here is a sample question from the Study Guide:

Universal Containers is using Salesforce and has set up a private sharing model. Sam is a
sales executive who reports to John, a sales manager. Sam has ownership of the ABC
Company account record and has created an opportunity for ABC Company. There is a
sharing rule that allows the finance team to see all accounts and opportunities.
Which statement about data visibility is true?

Choose one answer
A. John and Sam can see all of the same data.
B. John can see all of Sam’s data but Sam CANNOT see all of John’s data.
C. The finance team must be added to the sales team in order to see Sam’s op
D. John must be added to the sales team in order to see Sam’s opportunity.

As you can see, this is a scenario any business with Sales Cloud may face.  Who can see what, is one of the fundamental things of the Salesforce platform.

So to choose the right answer you need to know how the core system works.  How do Sharing Rules, Org-Wide Defaults, Record Ownership, Role Hierarchy and Sales Teams work together?  And how would they affect the above scenario, based on the information you are given?

So what did you select for the answer?  (Answer is at the end of the article).

Let’s break it down…  What does the exam cover?

The exam does cover a lot of topics within the ‘Salesforce universe’.  But the good news is that it is focused on the Sales Cloud only.  So Service Cloud/Marketing Cloud/Wave Analytics/etc are not covered, meaning you can focus your energies.  But I will stress that there is a sales/marketing element to the exam, particularly around Campaigns within Sales Cloud…

Salesforce Certified Sales Cloud Consultant badge

One way I like to prepare for an exam is to reference to the official Study Guide, and look at the weighting for certain topics within the exam.  So for the Sales Cloud Consultant Exam (in order of % weighting):

  • Sales Cloud Solution Design (25%)
  • Opportunity Management (15%)
  • Account and Contact Management (12%)
  • Sales Productivity (12%)
  • Integration and Data Management (8%)
  • Marketing and Leads (7%)
  • Implementation Strategies (6%)
  • Sales Cloud Analytics (5%)
  • Communities and Site Management (5%)
  • Industry Knowledge (5%)

This is a little high level, but you can see a breakdown of these topics in the study guide.  Now to break it down a bit further, some of the key things you will need to make sure you understand include (in no particular order):

  • Campaign management
  • Person Accounts
  • Sales Processes within Sales Cloud (Lead->Opportunity->Quote->Contract)
  • Products & Pricebooks
  • Orders
  • Using multiple currencies within Salesforce
  • Territory Management
  • Forecasting
  • Communities
  • Role Hierarchy
  • Approvals & Workflows/Process Builder
  • Sharing Rules / Org-Wide Defaults
  • Sales Reports and Dashboards (KPIs / metric based reports for Sales teams)
  • Role Hierarchy
  • Sales Teams
  • Lightning Experience!  (make sure you know how the above work within Lightning Experience too!)

This isn’t a complete list, but it will get you started and covers the majority of the exam.


Resources to help you study for the exam

As you can see above, the largest percentage of the exam is around solution design.  And so many of the questions are around implementation/solution choices.  Study will help but you will likely need hands-on experience.  It is all about taking use cases and choosing the right solution.

But study does help… So fear not there is plenty of help you become a Salesforce Certified Sales Cloud Consultant!  Keep in mind, a lot of the following sites are from mid 2016 or earlier though, so always check the release notes since to see if there are updates.  

Starting out, there is a Trailmix get help you learn the fundamentals.  This includes a lot of the fundamentals of the Sales Cloud package.

I also found Youtube, immensely helpful by being able to search for specific videos on topics covered by the exam.  For example this one on Territory Management from Dreamforce helps understand the sales topic/business case side of things (it is a long video FYI).  But you have access to so many videos on each topic.  So if you are a visual learner like me, seeing a demo/the feature in action really helps me understand it.

Next up, and one of my personal favs, is SalesforceBen’s post on resources.  There are links to a number of implementation guides from Salesforce, giving you some hands on experience (similar to Trailhead) but a lot more focused on the implementation.

There is a post over at SalesforceMemo also covering some of the concepts/sample questions needed to pass the exam, which I found useful.

Additionally, Heller Consulting have a ‘Q and A’ style approach to the exam.

And finally, Tamara talks about her experience in sitting for the exam.

Wrap Up

A key theme throughout this has been ‘implementation’, and that has been very deliberate!  Knowing how you can use the base settings/features of Sales Cloud to meet business requirements and deliver a solution is key.

One thing I am personally against is ‘Exam Dumps’.  Personally I would much rather study and practice and pass on my own merit.  In the long run, having the base understanding is so much more beneficial.

Hopefully this post helps you out, and of course good luck for the exam.  If you have any tips of your own or resources you found useful, please feel free to add them in the comments section below.

Answer to the sample question above

What did you pick?  If you picked ‘B’ you are correct.

Adam Gill

Hi, Adam here! I am a Trailhead Ranger and also 6x certified. I have been working with Salesforce since 2007, across a wide variety of CRM projects and orgs (both greenfield and legacy). I love travelling and fun fact, I had my scuba diving license before my driving license!

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