Tracks: Agentforce Sales Foundations

Planning

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.

Customer Engagement

Demonstrate thought leadership and build credibility to shift the customer's thinking.

Leverage multiple touchpoints to build prospect interest and align on why a solution meets their needs.

Nurture relationships and drive product adoption to maximize value for the customer.

Deal Management

Identify how to qualify a prospect and when to move to the next stage of the sales process.

Determine customer's business strategies, goals, initiatives, and challenges to define the scope of the solution.

Develop and present the value proposition of a solution based on customer needs.

Identify and remove all challenges to finalize the deal.

Gain customer commitment and close formal contract.

Pipeline Management

Identify and generate new pipeline.

Analyze pipeline health insights ensuring data integrity to improve customer relevance.

Explain pipe progression and stage velocity.

Forecasting

Assess forecast accuracy to drive opportunity consistency.

Measure the risks and opportunities associated with a business deal.

Explain key inputs that drive the forecasting process.

Customer Success

Identify the actions needed to book and fulfill orders.

Identify the post-sales customer journey.

Assess customer realized and expected value.