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Superbadge

Selling with Sales Cloud Specialist

Configure and use Sales Cloud tools to achieve your business goals and sell successfully.

~10 hrs

Selling with Sales Cloud Specialist

What You'll Be Doing to Earn This Superbadge

  • Identifying possible adjustments to the Lightning Sales Console
  • Using Path, record types, and stages
  • Syncing data using Lightning Sync
  • Visualizing your data with the Lightning Dashboard Builder
  • Managing products, prices, quotes, and orders
  • Identifying how a lead becomes an account, contact, and opportunity
  • Managing account hierarchy in Lightning Experience
  • Managing duplicate records and data completeness

Concepts Tested in This Superbadge

  • Salesforce Sales Cloud
  • Data deduplication
  • Process Builder
  • Lightning Reports

Sign Up for the Special Developer Edition Org

To complete this superbadge, you need a special Developer Edition org that contains Sales Cloud and our sample data. Get the free Developer Edition and connect it to Trailhead now so you can complete the challenges in this superbadge. Note that this Developer Edition is designed to work with the challenges in this superbadge, and may not work for other badges. Always check that you're using the Trailhead Playground or special Developer Edition org that we recommend.

  1. Sign up for a free Developer Edition org with Sales Cloud.

  2. Fill out the form. For Email, enter an active email address. For Username, enter a username that looks like an email address and is unique, but it doesn't need to be a valid email account (for example, yourname@test.com).

  3. After you fill out the form, click Sign me up. A confirmation message appears.

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

  5. Complete your registration by setting your password and challenge question. Tip: Write down your username, password, and login URL for easy access later.

  6. You are logged in to your Developer Edition.

Now connect your new Developer Edition org to Trailhead.

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

  2. In the Challenge section at the bottom of this page, select Log into a Developer Edition from the picklist.

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

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

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

Important note:

Before you begin the challenges, please review the Selling With Sales Cloud Specialist: Trailhead Challenge Help knowledge article.

Use Case

Ursa Major Solar, an international solar panel manufacturer and service provider, has recently acquired regional firm SouthernSolar and, with it, its largely unorganized records. As Ursa Major’s regional sales rep for North America, you’ve been tasked with reviewing SouthernSolar’s data, entering it into Ursa Major’s Salesforce instance, and ensuring that the new team members have the tools, knowledge, and information necessary to support their adoption of the new system. Note: In the future, Ursa Major's Salesforce system administrator may add automation, but for now all these steps are manual.

Your first step is to consolidate the data from the two companies into Ursa Major’s Salesforce org, and then clean it up to ensure that there are no duplicates and all updated records fit within Ursa Major's established sales process, record hierarchy, and internal processes.

Prior to the acquisition, SouthernSolar’s sales team had no centralized system for its records, but instead tracked the individual deals, accounts, contacts, and so forth, in whatever system they were comfortable. For many, it was Excel sheets, email folders, and an online calendar, while others relied on hand-written notes, strategically placed sticky notes, and Rolodexes.

There is likely some overlap in data, both between SouthernSolar's own records and with the existing records in Ursa Major's org. You’ve compiled the following list of records from the various SouthernSolar staff members and must now ensure you enter all this information correctly. Be sure to search for existing records before creating new ones to avoid creating duplicates.

Key Stakeholders

  • Solange Pereira (CEO)
  • Weimar Williams (data analyst)
  • James August (sales quality specialist)
  • Byanca Gallagher (sales representative)

Standard Objects

Ursa Major Solar uses these standard objects.

  • Lead—Prospect who is possibly interested in a Ursa Major Solar product or service
  • Account—Customer who purchases from Ursa Major Solar
  • Contact—Prospective and existing customer contacts of Ursa Major Solar
  • Product—An item sold by Ursa Major Solar
  • Price Book—A catalog of items sold by Ursa Major Solar and their prices
  • Opportunity—Pending Sale with a prospective or existing customer
  • Opportunity Contact Role—An individual at a customer who has a key role on an Opportunity
  • Quote—A price quote for a pending sales
  • Contract—A signed agreement between a customer and Ursa Major Solar

Business Requirements

Ursa Major Solar Sales Processes

Ursa Major Solar is a lean mean selling machine. Its processes are well thought out and already configured in Salesforce. Ursa Major only wants qualified Leads converting to Accounts with Opportunities. If an Account does not already exist, then an eventual Lead must meet the following criteria for conversion:

  • Close date within 12 months
  • Deal amount entered
  • Point of Contact identified, phone, email

Sales Path Stages

  1. Qualified
  2. On-Site Evaluation
  3. Quote Generation
  4. Quote Approved
  5. Negotiation
  6. Signing
  7. Closed Won
  8. Closed Lost

Additional Sales Process Conventions and Requirements

Ursa Major Solar salespeople perform on-site evaluations early in the sales process. Once they schedule these evaluations, each sales rep creates a Chatter post on the Opportunity record mentioning the On-Site Evaluations queue, entering the date and time of the evaluation, and adds a related event to the Demo public calendar with the subject: "On-site evaluation for", followed by the respective account name.

Important note: To complete this superbadge you will need to create Chatter posts on account records as well, but the requirement will be a little different.

When an Opportunity reaches the Quote Generation stage, sales reps create a new Quote on the Opportunity and then generate the Quote PDF and save the Quote to the Opportunity record.

When an Opportunity enters the Negotiation stage, sales reps must mark complete the task titled "Send Term Sheet for Signature," which was automatically created on the Opportunity.

When an Opportunity enters the Signing Stage, sales reps create a new Contract linked to the Opportunity, Account, and Contact. The rep must then submit the Contract for approval.

When an Opportunity is Won, sales reps send an email to the billing department using the Notification of Signed Contract email template (we aren't going to check the billing department email address, so feel free to use any email address you like).

Current Customers and Points of Contact

A sales manager from SouthernSolar hands you a paper printout of current businesses that are customers of SouthernSolar and their primary points of contact. Ensure you enter the data properly in Ursa Major Solar's existing Salesforce org. If the customer Notes indicate maintenance needed, schedule a Task to follow up on maintenance on the date indicated. If the Notes indicate other helpful information, share this on the Account record in a Chatter post.

For phone numbers, please use the standard Phone field.

Note: scroll left and right to see all the columns in the table.

Company Name Account Type Parent Company HQ City HQ State Number of Employees Point of Contact Point of Contact's Phone Point of Contact's Email Notes
Monsoon Electric Maintenance Veristcorp Jacksonville FL 45 Mark Storm 484-555-2625 mstorm@mselectric.com Annual Maintenance Scheduled for July 22nd of next year
Tri Mall Equipment Collierville TN 310 Dana Ruber 389-555-1384 druber@trimall.com Dana left company – need new Point of Contact
Splashdown Pools Equipment + Maintenance Durham NC 21 Jennifer Flotes jennyflotes@splashdownpools.com Acquired by SunPool Heating in April of next year
Sunshine Power Solutions Maintenance Macon GA 125 Sarah Shock 635-555-8965 sarah@sunshineps.com Annual Maintenance Scheduled for February 15th of next year
Hamm n Fam Auto Equipment Lafayette LA 14 Pam Hamm 220-555-3200
Vale Cleaners Equipment + Maintenance River Falls AL 10 Dorothy Vale 784-555-7090 dorothy@valecleaners.com Annual Maintenance Scheduled for November 11th of next year
Flutopia Equipment Fireplaces Etc Jackson GA 50 Sylvia Perrer 499-555-3736 sperrer@flutopia.com

Download this table as a CSV file.

Currently Pending Deals and Potential Future Deals

The SouthernSolar sales team is excited about existing deals and potential future sales. Below is a list that the sales reps at SouthernSolar have reported to Ursa Major. Make sure you enter the data properly in Ursa Major Solar's existing Salesforce org and according to Lead Qualification standards.

Note for quotes: taxes and shipping costs vary by location. To avoid introducing an extra layer of complexity, please use 10% of the total price for the tax value, and use a flat fee of $250 for shipping and handling.

Note: scroll left and right to see all the columns in the table.

Company Name Parent Company Subsidiary Company HQ City HQ State Number of Employees Point of Contact Point of Contact's Phone Point of Contact's Email Deal Size Close Date Notes
La Z Tag Funpop Tuscaloosa AL 30 Mary Zapps 415-623-1962 maryzapps@laztag.com $10,950 Two months from now

Next step: on-site eval at 10 a.m. on the 15th of next month
Veristcorp Monsoon Electric Miami FL 715 Janis Winchester 698-555-3366 jwinchester@veristcorp.com $150,000 Three months from now Previous Step: Call, no answer, no VM box

Next Step: Try Again
JobSwell Newport News VA 35 Mannon Mirth 388-555-4679 Mannon@Jobswell.com $85,000 Four months from now
Status: Quote gen + send Product: Installation: Industrial - High
MakeMore LienBank Clemson SC 164 Jonathan Frieze 969-555-2514 jonfrieze@yahoo.com $98,900 Two months from now Status: Starting Negotiation
WattAge TYW Industries Gulfport MS 62 Lara Portis 911-555-7382 lportis@wattageco.com $10,000 Two months from now Status: Ready to start Signing, 12 month contract from close date
Fiberwear Manassas VA 150 Polly Esther 809-555-1142 Polly@fiberwear.com six months from now Previous Step: Web Form

Next Step: Info Call
Bien Venues Beechgrove TN 40 Martin Allo 212-555-8825 mallo@bienvenues.com Previous Step: Got business card

Next Step: Info Call
Fenomeno Shine Seattle WA 9 Ronaldo Leema 200-900-2011 rleema@fenomenoshine.com 18 months from now Previous Step: Got business card

Next Step: Info Call

Download this table as a CSV file.

Miscellaneous People: Business Cards

A sales assistant at SouthernSolar gives you this list of miscellaneous people in the form of a stack of business cards. Ensure you enter the data properly in Ursa Major Solar's existing Salesforce org. Take note that Harry Hawker with Solar Resale Solutions is a distributor--make sure this record is owned by the Distributor/Wholesale Team.

Front
Felicity Dunn
Facilities Mgr
Tri Mall

389-555-1388
fdunn@trimall.com
Back

Wait for new manager to decide whose account this is.



Dex Bannon
CEO
MakeMore

969-555-2520
dexbannon@makemore.com
Met him on flight, directed me to Jon Frieze
Harry Hawker
Vendor Services
Solar Resale Solutions

915-555-1880
harry@solarsale.com

Distributor, HQ in Tampa, Florida, 15 employees
Travis Stott
Manager
Carewell Homes

469-555-7278
tstott@carewellhomes.com

Trade show - Wants Demo
Lance Roth
Associate
Lunchador Kitchens

377-555-4138
lroth@lunchador.com

Whitepaper Lead - Needs to be Qualified



Sam Steel
Operations Mgr
JobSwell

(388) 555-4678
ssteel@Jobswell.com




Sticky Note

The receptionist at the front desk hands you a sticky note. Ensure you enter the data properly in Ursa Major Solar's existing Salesforce org.

6/25/19 Jen Floats - Splashdown Pools Called for Act. Services, left a voicemail 413-555-7615

Your Phone Rings

"Hi, it's John at the front desk. Got a couple messages for you over lunch to pass along, let me know when you're ready. All set? OK.

First, from management: They’re doing a little “balancing” to the sales pipelines now that Ursa Major and SouthernSolar have combined their data. The Daily Bakery deal has been assigned to you and marked “Closed Won”. The Long John’s Socks deal has been assigned to you and updated to 75% probability to close. And, the Enerplus deal has been assigned to you; it should be updated to “Quote Approved” and, because it’s a distributor deal it should be marked 80% to close. We really like that we now have a separate price book for distributor deals!

And here’s some great news, Polly from Fiberwear wants to move forward with the deal (she mentioned $100,000!) for six months from now.

Someone named Mannon Mirth — I couldn't quite understand the company's name — asked if you could please create another quote, a bigger quote, for the product named Installation Industrial — High, using the same opportunity. For this new quote, the quantity is going to be 10 instead of 1. He mentioned he was promised a 5% discount for this quote, so please make the adjustments accordingly. Oh, before I forget, please keep the original quote as it is, because he wants to compare them.

Alright, last thing. Sally Helios called for you, but I found two contacts that seem like they match that info so I wasn’t sure where to log it. Can you please de-duplicate those records appropriately and add a note that she called today and was hoping for a call back? (And then call them back, please.)

And thanks, that’s it! Hope your first week is going well!”

Reports

It’s a good thing you have all the data cleaned up and entered! The CEO, Solange Pereira, has requested a bunch of reports that show her an overview of both the Eastern Sales Team and Western Sales Team. Create the following reports as requested. Name the reports as indicated, such as 12 Month Pipeline.

  • 12 Month Pipeline — This is a report on the pipeline forecast for each team for the current quarter and next three quarters, with estimated revenue summarized by quarter.
  • Pipeline Type — This is a report comparing pipeline deals for existing customers and deals for new customers, for the current quarter and next three quarters.
  • Pipeline Products — This is a report summarizing the price of products grouped by Product Name in the pipeline, for the current quarter and next three quarters.
  • Sales Rep Scoreboard — This is a report ranking reps by Closed Won revenue for the Current Fiscal Year.
  • Closed Won by Month — This is a report showing the number of opportunities set to the Closed Won stage per month.
  • Activities To Close — This is a report showing the number of activities on Closed/Won opportunities grouped by Fiscal Quarter.

Ready to Tackle This Superbadge?

Please first complete the prerequisites and the challenge for Selling with Sales Cloud Specialist will be unlocked.

~10 hrs