Ace the Salesforce CRT-251 Exam: Ultimate Preparation Guide

To efficiently track the reasons why opportunities are being lost, the consultant should create a new custom field on the Opportunity object. This custom field can be used to capture standardized reasons for lost opportunities, allowing for consistent data entry and easy reporting. This approach is straightforward to implement and leverages the existing data structure, ensuring that the information is readily available for analysis and strategic decision-making. Salesforce best practices recommend using custom fields for tracking specific business metrics to enhance data visibility and accuracy.

Einstein Activity Capture is a Salesforce feature that automatically syncs emails and events from Office 365 (or Gmail) to Salesforce. Users do not need to install anything on their computers, as the feature works in the cloud. Users can also choose which emails and events to sync, and relate them to contacts, accounts, opportunities, or other records in Salesforce. Einstein Activity Capture can help users save time and keep track of their customer interactions. Verified References: [Einstein Activity Capture]

A user without access to the Amount field on the Opportunity object will observe that the Amount field is hidden from the contributing factors section. Salesforce ensures that field-level security is respected in Einstein Opportunity Scoring, meaning that users will not see data for fields they do not have access to. The contributing factors section will not display the Amount field for such users, maintaining data security and integrity while still providing relevant insights based on the data they can access.

To monitor and reduce churn effectively, creating a Historical Trending report is recommended. Historical Trending in Salesforce allows you to track changes over time, providing insights into how different factors are affecting churn rates. This type of report helps in understanding trends in customer behavior and the effectiveness of marketing efforts, enabling the VP of sales to make informed decisions to reduce churn.

References:

Historical Trending Reports

Analyzing Data with Historical Trending

Configuring Path by checking the key field required checkbox can ensure that opportunity stage reports always contain the data managers expect, as it makes certain fields mandatory for users to fill in before they can move an opportunity to a specific stage. Path is a feature that guides users through a set of stages for a particular business process, such as opportunity sales stages. Users can see key fields and guidance for each stage, and update them as they progress along the path. Marking fields as required on the page layout can also ensure that opportunity stage reports always contain the data managers expect, as it prevents users from saving an opportunity record without entering values for those fields. Page layouts control how fields, related lists, and other components are arranged on a record detail or edit page.

In Salesforce, when the organization-wide default (OWD) setting for Account is Private, access to child account records does not automatically inherit from parent account access. Therefore, if a sales rep has access to a parent account, they do not automatically get access to the child accounts. Access to child account records needs to be shared manually through sharing rules, role hierarchy, or manually sharing the records.

References:

Understanding Sharing Settings

Account Hierarchies and Sharing

The Salesforce Adoption Dashboards provide visibility into how users are adopting and interacting with Salesforce. The region chart shows the number of logins, page views, and other metrics by region. This can help the consultant determine if all regions are using Salesforce effectively. 

Configuring a new Forecast Type on Opportunity Product grouped by Product Family can improve CK’s forecasts by dividing them by footwear line. A Forecast Type is a set of settings that define how forecasts are calculated and displayed for a specific business scenario, such as product line, territory, or revenue type. A Forecast Type can use either standard or custom opportunity fields to group and filter forecast data, such as Type, Product Family, or Territory. By grouping forecast data by Product Family, CK can see how much revenue they expect to close for each footwear line, such as Formal or Athletic.