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+1,500 points
Superbadge

Sales Path and Interactions Superbadge Unit

Align customer engagement to sales processes.

~1 hr

Prerequisites

Sales Path and Interactions Superbadge Unit

What You'll Be Doing to Earn This Superbadge

  1. Review existing opportunity records for accuracy.
  2. Adjust opportunities according to a sales process.
  3. Follow sales processes for collaboration and communication.

Concepts Tested in This Superbadge

  • Sales Path and Processes
  • Opportunity Management 
  • Cross-Team Collaboration and Communication

Sign Up for a Developer Edition Org with Special Configuration

To complete this superbadge unit, you need a special Developer Edition org that contains special configuration and sample data. Note that this Developer Edition org is designed to work with the challenges in this superbadge unit.

  1. Sign up for a free Developer Edition org with special configuration.

  2. Fill out the form. For Email address, enter an active email address.

  3. After you fill out the form, click Sign me up.

  4. When you receive the activation email (this might take a few minutes), open it and click Verify Account.

  5. Complete your registration by setting your password and challenge question. Tip: Save your username, password, and login URL in a secure place—such as a password manager—for easy access later.

  6. You are logged in to your superbadge Developer Edition org.

Now, connect your new Developer Edition org to Trailhead.

  1. Make sure you’re logged in to your Trailhead account.

  2. In the Challenge section at the bottom of this page, select Connect Org from the picklist.

  3. On the login screen, enter the username and password for the Developer Edition org you just set up.

  4. On the Allow Access? page, click Allow.

  5. On the Want to connect this org for hands-on challenges? page, click Yes! Save it. You are redirected back to the Challenge page and ready to use your new Developer Edition org to earn this superbadge.

  6. Now that you have a Salesforce org with special configuration for this superbadge unit, you’re good to go.


Note

Note

Important: The content in this superbadge unit features end user content. Do not attempt to complete requirements using system setup features.

Before you begin the challenges, review Sales Opportunities Management Specialist Superbadge: Trailhead Challenge Help.

This superbadge unit is part of the Sales Opportunities Management Specialist. Complete the capstone assessment and related superbadge units to receive the Sales Opportunities Management Specialist Superbadge.

If you’ve completed any of the superbadge units in the Sales Customer Relationship Management Specialist Superbadge, you can use the same Developer Edition org to complete the challenges in this superbadge unit. If not, make sure you’re using a new Developer Edition org from this signup link. If you use an org that’s been used for other work, you won’t pass the challenges in this superbadge unit.

When creating records, it’s always best practice to include key information, such as address, phone, email, and title, for every account record. We won’t check for exactly this information in every challenge. Be sure to populate the fields indicated in the requirements.

Review Superbadge Challenge Help for information about the Salesforce Certification Program and Superbadge Code of Conduct.

Use Case

As a newly appointed selling specialist at Ursa Major Solar (UMS), you are entrusted with creating and updating records in alignment with the UMS sales framework. Review the sales process and related notes, then start reviewing the deals below. The sales process is avilable in the Guided Path when using the UMS custom app in your Salesforce instance.


UMS Sales Process
Stage Name Guidance
Introduction

  • Record key details for "BANT" fields. This information may be in the Description field on a deal record.

    • Budget

    • Authority

    • Need

    • Timing

Needs Analysis

  • Record the date and details of the discovery meeting.

  • Document the prospect's energy needs and sustainability goals.
Solution Presentation

  • Request a demo using the "Request Demo" using the custom widget on the opportunity record called Request Demo. The Request Demo button is only available in the UMS custom app. You can tell if a demo has been requested because the checkbox for Demo Requested will be checked.

  • Include opportunity contact roles for Executive Sponsor and Technical Buyer.

Objection Handling

  • Log customer call(s).

  • Create a task to meet with the customer's technical lead.

  • Track objections and response(s).

  • Address objections/resolve doubts.
Proposal/Price Quote

  • Submit a Review Request using the custom widget called Request Review on the deal record. The Request Review button is only available in the UMS custom app. You can tell if a Review has been requested because the checkbox for Review Request Submitted will be checked.

  • Email a proposal to the client contact (you can send an email to anyone, with any attachment).

  • Add a finance team member to the deal team as a Pre-Sales Consultant, making sure they only have access to read the deal (Tawny Octavia).
Negotiation/Review

  • Indicate that any discounts are reviewed, using the Discount Range Discussed checkbox.
Closed Won

  • Keep the UMS sales leaders updated about the deal's progress by mentioning Alan Lin in Chatter.

  • Create a task for follow-up meeting.
Closed Lost

  • Update the Reason field.

  • Provide Reason Details to describe why the deal was lost.

Important notes about the UMS Sales Process are below.

  • Every opportunity must have an associated account.
  • Every opportunity must have at least one related contact; if the contact's role isn't known, indicate "other".
  • The name of new opportunities must start with the following format: Account - Amount. If the company has more than one division, the opportunity name should include the division, with the format Account Division - Amount. Do not add anything after the amount value; review the note below about naming convention details.
  • The close date must be in the future. (You can use any date you'd like; we won't check for a specific date.)
  • Opportunities should be associated with any relevant marketing campaigns whenever possible.
  • If a deal is in an incorrect stage, it is allowed for the record to be updated to a prior stage in the sales process.
Note

Note

Note: When configuring the name of an opportunity, pay special attention to the UMS sales process. Because currency notation can vary across geographic areas, only use whole numbers and do not add any non-numeric characters such as currency indicators ($, ¥, €) or radix characters (commas, periods, or spaces).



Business Requirements

LunarTech Industries Divisions Opportunities

Opportunities for each LunarTech division are at a different stage in the sales process. Unfortunately, some of the deal records haven’t been updated correctly. Find each record in the Salesforce org and update its stage accordingly if needed, referring to the UMS sales process. Review the sales process to determine the correct stage for each record based on the Guidance for Success and fields or related records for each deal. You may find it helpful to have the sales process open in another tab or written down for easy reference.

Note that this challenge relates to correctly adjusting the stage of the records indicated. Do not make changes to the records other than updating its stage accordingly if needed. If all of the requirements for a particular stage are complete, the opportunity should advance to the subsequent stage.

  • LunarTech Energy Solutions
  • LunarTech Aerospace Innovations
  • LunarTech Environmental Research
  • LunarTech Advanced Robotics

Update Opportunity Records After Customer Interactions

Next up for review are four deals that are known to be in the correct stage. Follow the UMS sales process to get these records up to date and ensure that everyone on the team can view what’s happening with the account. One record is marked as Closed Won, but doesn't follow the UMS sales process. The UMS Salesforce Administrator is adding a validation to keep that from happening again in the future! In the meantime, adjust the record according to the sales process.

Note: This challenge relates to correctly adjusting values other than the stage and related records based on the opportunity's stage. When working with the records below, do not change the record's stage. For this challenge, complete all of the steps in the UMS sales process for the stage indicated.

Records to Review

  • Advanced Sports Development: Veronika Heino is a technical buyer and the primary contact for this deal; Leonidas Nirmal is the executive sponsor.
  • Advanced Sports Retail: Check the opportunity record's description for key deal information.
  • Education First Academy
  • First Property Land LLC

With all of the records updated, you're ready for the weekly sales meeting. It's a good thing you reviewed each opportunity--your manager notices that you've updated these key opportunities and gives you great feedback.


Ready to Tackle This Superbadge?

Please first complete the prerequisites and the challenge for Sales Path and Interactions Superbadge Unit will be unlocked.

~1 hr