Salesforce Sales Representative

Certification Guide

The Sales Representative Certification validates the foundational competencies required to succeed in a sales role using the Salesforce platform. It is intended for individuals who demonstrate proficiency in managing customer relationships, guiding prospects through the sales journey, addressing objections, and closing opportunities. The certification also covers key skills in pipeline development, forecasting, and supporting post-sale customer success. It provides a solid credential for professionals aiming to advance in sales within a Salesforce-driven environment.

Key Facts

The exam is made up of 60 multiple choice questions

105 minutes to complete

The passing score is 70%

There are no prerequisites

Cost is USD $200, and the retake is $100 if you are unsuccessful

This information will assist you if you’re interested in becoming a Sales Representative certified and includes an overview of the core topics in the exam.

There are 6 areas of knowledge that are covered by the Salesforce Sales Representative certification.

Objective	Weighting
Planning	21%
Customer Engagement	15%
Deal Management	37%
Pipeline Management	12%
Forecasting	6%
Customer Success	9%

Sales Representative Topic Weighting Chart

Sales Representative
Certification Contents

The following are the core topic areas of the Sales Representative certification and what you’re expected to know:

Planning

This topic includes the following objectives:

Describe the elements of territory planning.

Create an approach to engage key accounts.

Calculate sales quota attainability based on account, territory, and prospect insights.

Develop business relationships and build partnerships with key roles and personas.

Customer Engagement

This topic includes the following objectives:

Demonstrate thought leadership and build credibility to shift the customer's thinking.

Leverage multiple touchpoints to build prospect interest and align on why a solution meets their needs.

Nurture relationships and drive product adoption to maximize value for the customer.

Deal Management

This topic includes the following objectives:

Identify how to qualify a prospect and when to move to the next stage of the sales process.

Identify how to qualify a prospect and when to move to the next stage of the sales process.

Develop and present the value proposition of a solution based on customer needs.

Identify and remove all challenges to finalize the deal.

Gain customer commitment and close formal contract.

Pipeline Management

This topic includes the following objectives:

Identify and generate new pipeline.

Analyze pipeline health insights ensuring data integrity to improve customer relevance.

Explain pipe progression and stage velocity.

Forecasting

This topic includes the following objectives:

Assess forecast accuracy to drive opportunity consistency.

Measure the risks and opportunities associated with a business deal.

Explain key inputs that drive the forecasting process.

Customer Success

This topic includes the following objectives:

Identify the actions needed to book and fulfill orders.

Identify the post-sales customer journey.

Assess customer realized and expected value.

To prepare successfully for the certification exam, we recommend to work through our

Sales Representative Practice Exams

Sales Representative
Practice Exams

Every topic objective explained thoroughly.
The most efficient way to study the key concepts in the exam.

Learn More

Salesforce Sales Representative

Certification Guide

Key Facts

This information will assist you if you’re interested in becoming a Sales Representative certified and includes an overview of the core topics in the exam.

Sales RepresentativeCertification Contents

Planning

Customer Engagement

Deal Management

Pipeline Management

Forecasting

Customer Success

To prepare successfully for the certification exam, we recommend to work through our

Sales Representative Practice Exams

@

Sales Representative
Certification Contents