Maintain Your CPQ Specialist Certification for Spring ‘21

Learning Objectives 

After completing this unit, you’ll be able to:

  • Optimize column sizes in the quote line editor.
  • Dynamically control quote fields shown in the quote line editor.
  • Create orders without opportunities.
  • Help sales reps sell more with product recommendations in the quote line editor.
  • Sell add-on products on amendments, and prevent backdated amendments at the same time.

Salesforce Certification

If you hold the Salesforce CPQ Specialist credential, keep in mind that you need to complete this module by the due date to maintain your certification. Another important part of maintaining your credential is ensuring that your Trailhead and Webassessor accounts are linked.

Interested in learning more about getting certified? Check out the Salesforce CPQ Specialist credential.

Salesforce introduced a ton of great feature enhancements. Let’s take a look at some of the more important ones for this release.

These changes apply to Salesforce Lightning Experience and Salesforce Classic in Salesforce CPQ.

Note: While anyone can earn this badge, this module is designed for those who hold the Salesforce CPQ certification. 

Optimize Column Sizes on Quote Line Editor

Now your sales reps can optimize the quote line editor layout to their preferences. They can resize column widths to minimize horizontal scrolling and reduce white space so they can work more efficiently. The quote line editor now has minimum column widths, auto-saving functionality, and the ability to reset to the default.

How: In Salesforce CPQ package settings, under the Line Editor tab select Enable Column Resizing. Make sure that each user profile has the correct permissions for the column metadata and field metadata objects.

Dynamically Control Quote Fields Shown in the Quote Line Editor

Dynamically tailor which quote-level fields are shown in the quote line editor. Save sales reps time and avoid capturing extraneous information by showing only the quote fields that are relevant to specific business units. For example, a sales team that sells subscription products could be shown start date, end date, and subscription term. Those fields would not be shown to a different sales team that only sells one-time products.

Why: For example, Sales Team A sells subscription products, and Sales Team B sells one-time products. Using the custom field to dynamically control the quote field set, show quote fields on the quote line editor tailored to each sales team’s product type. Sales Team A sees quote fields related to subscription products, such as start date, end date, and subscription term. Sales Team B sees the quote fields relevant to one-time products.

How: Create a field set on the Quote object, then add fields that are relevant to a specific business unit. Create more field sets as needed. Next, create a custom picklist field on the Quote object with the exact Field Name of HeaderFieldSetName. Populate the picklist options with the API names of the field sets. The selected picklist value determines which field set is displayed in the header section of the quote line editor.

To give users control of the picklist while in the quote line editor, add the HeaderFieldSetName field to all relevant field sets so it appears in the header too.

To automatically control which field set is displayed in the header of the quote line editor, make HeaderFieldSetName a formula field that returns text instead of a picklist. The formula should return the API name of the field set appropriate for the conditions.

Create Orders Without Opportunities

Now it's easier to create CPQ orders if you don’t need opportunities. When you order a CPQ quote, Salesforce CPQ no longer requires the quote to have a parent opportunity.

Why: Previously, Salesforce CPQ prevented you from ordering a CPQ quote without a parent opportunity. However, many CPQ use cases, such as ecommerce, self-service, or direct sales, don’t require opportunities. If your CPQ implementation handles one of these use cases, you're no longer required to create unnecessary opportunities.

How: In Salesforce CPQ package settings, under the Orders tab select Create Orders Without Opportunities.

Help Sales Reps Sell More with Product Recommendations in the Quote Line Editor

Help your sales reps sell more, and make quoting more efficient. Use the Salesforce CPQ Recommended Products Plugin with any recommendation engine to suggest complementary products to your sales reps that relate to the products on their quotes. A new button on the quote line editor takes sales reps to a product recommendations page where they can add recommended products to quotes.

How: In Salesforce CPQ package settings, under the Plugins tab specify an Apex class in the Recommended Products Plugin field. To add the Add Recommendations button in the quote line editor, enable the Add Recommendations custom action button.

To fully enable the product recommendations feature, you must provide your own implementation of the plugin interface. You can create your own recommendation engine or use a third-party service.

Sell Add-On Products on Amendments and Prevent Backdated Amendments at the Same Time

The backdated amendment restriction introduced in Spring ’20 is updated to allow add-on products or subscriptions on amendment quotes. Previously, if a sales rep included a new product or subscription on a quote, the restriction blocked the amendment quote from being saved.

How: To access this update to the backdated amendment restriction, use the Winter ’21 release.

Resources 

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