Consulting and Implementation Strategies25% of the exam
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.
Conduct discovery workshops, analyze business requirements, define solutions, and prioritize use cases.
~7 min read · 14 practice questions ·
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
Elicitation stages
- Detail
- Prepare, conduct, confirm results
Meeting agenda
- Detail
- Provided before the meeting so people can prepare
Workshop attendance
- Detail
- A missing stakeholder from input to outcome invalidates a mapping workshop
Workshop vs questionnaire
- Detail
- Live workshops build consensus more effectively
Survey trade-off
- Detail
- Quickest for many perspectives; little depth
Current state timing
- Detail
- Very early in the project timeline
Acceptance criteria
- Detail
- At least one per story; each pass/fail; intent not solution
Requirements storage
- Detail
- Version-controlled repository to manage scope
High value, high effort
- Detail
- May be penciled in for a second phase after quick wins
Sources for this section (8)
- Information Discoverytrailhead.salesforce.com (opens in a new tab)
- Schedule for Successtrailhead.salesforce.com (opens in a new tab)
- Process Mapping in Practicetrailhead.salesforce.com (opens in a new tab)
- Create the Ideal Salesforce Orgtrailhead.salesforce.com (opens in a new tab)
- Customs of Your Customertrailhead.salesforce.com (opens in a new tab)
- Construct a User Storytrailhead.salesforce.com (opens in a new tab)
- Review Requirementstrailhead.salesforce.com (opens in a new tab)
- Select and Prioritize Featurestrailhead.salesforce.com (opens in a new tab)
- 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?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
Keep reading with the Agentforce Sales Consultant pack
- Core concepts
- Exam traps
- Worked scenario
The pack includes:
- All 20 lessons of the Agentforce Sales Consultant guide, with reading progress
- Interactive decision walks and step-by-step sequence steppers
- Inline practice questions and one-click topic practice (14 questions for this lesson)
- An official source cited for every claim
- An AI tutor that answers from the guide
- Unlimited timed practice exams