# Discovery workshops, elicitation and use-case prioritization

*Agentforce Sales Consultant Study Guide · Consulting and Implementation Strategies · Last updated October 15, 2026 · https://www.certifyforce.com/study-guide/agentforce-sales-consultant/consulting-and-implementation-strategies/discovery-workshops-elicitation-and-use-case-prioritization*

How to prepare and run discovery workshops, pick the elicitation technique that fits the gap (observation, survey, document and interface analysis, process modeling, prototyping, workshops), resolve conflicting requirements, write testable user stories, and prioritize use cases by value and effort into a phased release.

- Certification: Salesforce Agentforce Sales Consultant
- Exam section: Consulting and Implementation Strategies
- Study guide: https://www.certifyforce.com/study-guide/agentforce-sales-consultant

**Official exam objective:**

> Conduct discovery workshops, analyze business requirements, define solutions, and prioritize use cases.

## What the exam expects

- Prepare a discovery workshop: agenda in advance, the right process owners, existing documentation reviewed first.
- Choose the elicitation technique for the situation: observation, survey, document analysis, interface analysis, process modeling, prototyping or a requirements workshop.
- Document the current state before designing the future state, and resolve conflicting requirements by tracing them to business objectives with the decision owner.
- Turn raw notes into user stories with acceptance criteria, kept in a version-controlled repository.
- Prioritize use cases by business value and effort into a phased first release and a backlog.

Key terms:
- **Elicitation:** drawing forth information from stakeholders or other sources; the main path to requirements.
- **Current state (as-is):** how the process works today, before any redesign.
- **Process model:** a visual map of every step, decision and handoff in a process.
- **Acceptance criteria:** pass/fail statements that say when a user story is fulfilled.
- **Value vs effort:** ranking each use case by business impact against implementation effort.

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Elicitation stages | Prepare, conduct, confirm results | [Information Discovery](https://trailhead.salesforce.com/content/learn/modules/business-analyst_skills-strategies/explore-techniques--information-discovery) |
| Meeting agenda | Provided before the meeting so people can prepare | [Schedule for Success](https://trailhead.salesforce.com/content/learn/modules/business-analyst-best-practices/schedule-for-success) |
| Workshop attendance | A missing stakeholder from input to outcome invalidates a mapping workshop | [Process Mapping in Practice](https://trailhead.salesforce.com/content/learn/modules/business-process-mapping/see-business-process-mapping-in-practice) |
| Workshop vs questionnaire | Live workshops build consensus more effectively | [Process Mapping in Practice](https://trailhead.salesforce.com/content/learn/modules/business-process-mapping/see-business-process-mapping-in-practice) |
| Survey trade-off | Quickest for many perspectives; little depth | [Create the Ideal Salesforce Org](https://trailhead.salesforce.com/content/learn/modules/salesforce-adoption-strategies/create-the-ideal-salesforce-org-for-your-company) |
| Current state timing | Very early in the project timeline | [Customs of Your Customer](https://trailhead.salesforce.com/content/learn/modules/business-analyst-best-practices/learn-the-customs-of-your-customer) |
| Acceptance criteria | At least one per story; each pass/fail; intent not solution | [Construct a User Story](https://trailhead.salesforce.com/content/learn/modules/user-story-creation/construct-a-user-story) |
| Requirements storage | Version-controlled repository to manage scope | [Review Requirements](https://trailhead.salesforce.com/content/learn/modules/salesforce-business-analyst-certification-prep/review-requirements) |
| High value, high effort | May be penciled in for a second phase after quick wins | [Select and Prioritize Features](https://trailhead.salesforce.com/content/learn/modules/advanced-salesforce-release-readiness-strategies/select-and-prioritize-features) |

## Check yourself

- Why review existing documentation before the workshop?
- When is a survey the right elicitation technique?
- Who resolves a disagreement about the right process during a mapping workshop?
- What makes an acceptance criterion usable by testers?

## Sources

- [Explore Techniques for Information Discovery](https://trailhead.salesforce.com/content/learn/modules/business-analyst_skills-strategies/explore-techniques--information-discovery)
- [Schedule for Success](https://trailhead.salesforce.com/content/learn/modules/business-analyst-best-practices/schedule-for-success)
- [Learn the Customs of Your Customer](https://trailhead.salesforce.com/content/learn/modules/business-analyst-best-practices/learn-the-customs-of-your-customer)
- [See Business Process Mapping in Practice](https://trailhead.salesforce.com/content/learn/modules/business-process-mapping/see-business-process-mapping-in-practice)
- [Collect Your Data](https://trailhead.salesforce.com/content/learn/modules/ux-research-basics/collect_your_data)
- [Create the Ideal Salesforce Org for Your Company](https://trailhead.salesforce.com/content/learn/modules/salesforce-adoption-strategies/create-the-ideal-salesforce-org-for-your-company)
- [Create a Prototyping Plan](https://trailhead.salesforce.com/content/learn/modules/design-strategy-prototyping/create-prototyping-plan)
- [Construct a User Story](https://trailhead.salesforce.com/content/learn/modules/user-story-creation/construct-a-user-story)
- [Review Requirements](https://trailhead.salesforce.com/content/learn/modules/salesforce-business-analyst-certification-prep/review-requirements)
- [Become a Business Analysis Detective](https://admin.salesforce.com/blog/2020/become-a-business-analysis-detective)
- [Select and Prioritize Features](https://trailhead.salesforce.com/content/learn/modules/advanced-salesforce-release-readiness-strategies/select-and-prioritize-features)
- [Gather Requirements](https://trailhead.salesforce.com/content/learn/modules/best-practices-for-project-management/gather-requirements)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 14 linked practice questions, and unlimited timed mock exams are included with the Agentforce Sales Consultant pack (USD $19): https://www.certifyforce.com/practice-exams