Sales and Marketing Applications10% of the exam
Sales productivity, Einstein scoring, forecasting and territories
Pick the right sales productivity tool for a scenario: the Home page Assistant, Kanban, dynamic dashboards, Einstein Lead and Opportunity Scoring, Collaborative Forecasts with forecast types and adjustments, Opportunity Splits, and territory models.
Given a scenario, apply the appropriate sales productivity features using opportunity tools (for example: dashboards, lead scoring, Einstein for Sales, opportunity scoring, grading, and home page assistant, forecasting, territory management).
~6 min read · 11 practice questions
What the exam expects
- Choose between the Home page Assistant, Kanban views and dynamic dashboards when reps need to see and act on their own work.
- Recommend Einstein Lead Scoring or Einstein Opportunity Scoring for prioritization, and know which object each one scores.
- Configure Collaborative Forecasts: forecast managers, forecast types (revenue or quantity, opportunity or product family, role or territory hierarchy) and adjustments.
- Give overlay team members quota credit with Opportunity Splits.
- Redesign a territory model safely and connect territories to forecasting.
Key facts
Opportunity Kanban
- Detail
- Up to 200 cards; Closed Lost hidden; drag needs Edit access
Lead Score refresh
- Detail
- Einstein reanalyzes lead data every 10 days
Forecast hierarchy
- Detail
- Built from the role hierarchy, or territories if territory forecasts are on
Active forecast types
- Detail
- Up to four at one time
Adjustments
- Detail
- Don't change the gross rollup; original value stays visible
Einstein Forecasting
- Detail
- Doesn't support territories or opportunity splits
Revenue splits
- Detail
- Total 100%; owner gets 100% by default
Active territory models
- Detail
- Only one at a time; new and cloned models start in Planning
Archived models
- Detail
- Can't be reactivated; forecasts, quotas, adjustments deleted
Sources for this section (9)
- Kanban Considerationshelp.salesforce.com (opens in a new tab)
- Lead Scoringhelp.salesforce.com (opens in a new tab)
- Forecasts Hierarchyhelp.salesforce.com (opens in a new tab)
- Forecast Typeshelp.salesforce.com (opens in a new tab)
- Forecast Adjustmentshelp.salesforce.com (opens in a new tab)
- Einstein Forecastinghelp.salesforce.com (opens in a new tab)
- Opportunity Splitshelp.salesforce.com (opens in a new tab)
- Territory Model Statehelp.salesforce.com (opens in a new tab)
- Clone Territory Modelshelp.salesforce.com (opens in a new tab)
- Why can't a rep transfer a record's owner from the Kanban details panel?
- Why can't Einstein Forecasting start in an org with eight months of opportunity history?
- Which kind of fiscal year does Einstein Forecasting require?
- When can a legacy forecast type created before Summer '21 be activated?
- Why can't a manager run a mass action from a Kanban view?
The questions are free to read. Answers with their sources and self-grading are included with the pack.
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