Sales Lifecycle20% of the exam
Lead qualification and conversion process design
What lead conversion creates, moves and leaves behind, why it can't be undone, which permissions and field mappings it needs, how duplicates behave during conversion, and how a shared qualification definition and stage design keep the marketing-to-sales handoff measurable.
Given a scenario, discuss common sales and marketing processes and anticipate key implementation considerations.
~8 min read · 15 practice questions ·
What the exam expects
- Explain what lead conversion creates (contact, new or existing account, optional opportunity) and what moves with it.
- Anticipate conversion consequences: it can't be reversed, converted leads become read-only, and cadence tasks stay behind.
- Configure least-privilege conversion access and custom lead field mapping.
- Predict duplicate behavior during conversion, including the cross-object rule gap.
- Design the qualification handoff: one Lead Status process, conversion gated by qualification, and stages mapped to forecast categories.
Key terms:
- Lead conversion: turning a qualified lead into a contact, an account and optionally an opportunity.
- Lead field mapping: the Setup mapping that carries custom lead fields into custom account, contact or opportunity fields.
- Apex Lead Convert: the current conversion engine; custom field mapping and the full convert window need it.
- Business process: a subset of one standard picklist (Lead Status, Stage) assigned to a record type.
- Forecast category: the bucket each opportunity stage maps to for forecast roll-ups.
Key facts
Conversion output
- Detail
- Contact on a new or existing account; opportunity optional
Existing opportunities
- Detail
- Lightning Experience lists up to 20 matching opportunities
Reversal
- Detail
- A lead conversion can't be reversed
Converted lead
- Detail
- Read-only, hidden without View and Edit Converted Leads, still in lead reports
Conversion access
- Detail
- Create and Edit on leads, accounts, contacts + Convert Leads; Create on opportunities for a new one
Cadence tasks
- Detail
- Completed cadence tasks don't appear on the new records' timeline
Custom field mapping
- Detail
- Map Lead Fields; Customize Application; Apex Lead Convert only
Cross-object duplicate rules
- Detail
- Not triggered during lead conversion
Existing records
- Detail
- Lead data fills only empty fields; never overwrites
Different stage sets
- Detail
- Sales process per opportunity record type
Sources for this section (4)
- Why can't a wrongly converted lead be restored from the Recycle Bin?
- When does a custom lead field's value reach the new contact?
- Which lead-related items reach the opportunity but not Notes and Attachments?
- Why must each new opportunity stage be checked against a forecast category?
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 (15 questions for this lesson)
- An official source cited for every claim
- An AI tutor that answers from the guide
- Unlimited timed practice exams