Learn About Planning

Learning Objectives

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

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.

Key Topics

This unit prepares you for the Planning section of the Salesforce Sales Representative exam, which makes up 21% of the overall exam. This section of the exam tests these topics.

Leveraging territory insights
Engaging key accounts
Prioritizing accounts based on research
Planning quota
Building business relationships based on customer and industry knowledge

This unit provides a number of interactive, real-world questions that are a lot like the ones you encounter as a Salesforce sales representative. Looking at these questions helps prepare you to take the Planning section of the Salesforce Sales Representative exam. As you tackle the practice questions, you get immediate feedback on your answers, along with detailed information on why your answers are correct (or incorrect).

The unit also contains interactive flashcards centered around study topics that help you prepare for the Planning section of the exam.

Exam Practice Questions

Ready to jump in? The sample tool below is not scored—it's just an easy way to quiz yourself. To use it, read the question, then click the answer you think is correct. Click Submit to learn whether the answer you chose is correct or incorrect, and why. If there’s a longer explanation, click to expand the window, then click anywhere in the window to close it. When you reach the end, you can review the answers or retake the questions.

Did you choose a wrong answer? Check out the table for related study material.

Question 1	Review Manage Territories and Crush Your Sales Goals to dive deeper into how to effectively manage a sales territory throughout the year.
Question 2	Study up to Know Your Customers and learn more about how to identify and engage with decision makers in your customer’s business.
Question 3	Check out Set Sales Performance Goals to review best practices for high value activities.
Question 4	Review Sales Performance Strategies for more outcome measures to achieve sales quota.

Exam Topic Flashcards

The following flashcards cover Planning. Use these interactive flashcards to brush up on some of the key topics you'll find on this part of the exam.

Read the question or term on each card, then click or tap the card to reveal the correct answer. Click the right-facing arrow to move to the next card, and the left-facing arrow to return to the previous card.

Did you choose a wrong answer? Check out the table below for related study material.

Flashcard 1	Study up on sales territories with Salesforce’s Top 8 Tips for Planning Sales Territories.
Flashcard 2	Study up on sales activity definitions in Set Sales Performance Goals.
Flashcard 3	Check out all the key terminology related to achieving your sales quota in Set Sales Performance Goals.
Flashcard 4	Check out 3 Steps to Identifying Key Accounts to learn more about how to maximize the opportunity in your territory.