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Salesforce Sales Cloud Consultant Certification Exam Changes

As Salesforce continuously makes improvements to their product offerings, updates to their respective certification exams are also made to reflect these enhancements.


As a result, changes will be made to the Salesforce Sales Cloud Consultant certification exam on November 4, 2021. 

Sales Cloud Exam Changes Top Icon

The current exam outline has 9 sections and 41 detailed objectives, whereas the upcoming exam outline (effective on November 4, 2021) will have 10 sections and 27 detailed objectives. 

Author: Martin Gessner


Martin Gessner is the Founder of Focus on Force. 


He has spent over 10 years working in various Salesforce roles including business analyst, project manager, consultant and solutions architect. Along the way he has earned twelve certifications, published "The Salesforce Career Playbook", and helps Salesforce professionals learn more about Salesforce, develop their career and prepare for certifications.

Current Sections

Let's begin by taking a look at the sections of the current exam outline. The highest-weighted section for the time being is Sales Cloud Solution Design at 21%.  This is followed by Account and Contact Management and Opportunity Management at 13% each, Implementation Strategies at 12%, Sales Productivity and Sales Cloud Analytics at 9%, Marketing and Leads and Integration and Data Management at 8%, and finally, Industry Knowledge at 7%.

CURRENT SECTIONS

CURRENT WEIGHTINGS %

Sales Cloud Solution Design

21%

Account and Contact Management

13%

Opportunity Management

13%

Implementation Strategies

12%

Sales Productivity

9%

Sales Cloud Analytics

9%

Marketing and Leads

8%

Integration and Data Management

8%

Industry Knowledge

7%

Changes to Sections

While the core concepts remain the same, a few key changes to the updated Salesforce Sales Cloud Consultant certification exam outline will take place:

  1. 1
    Renamed sections and detailed objectives
  2. 2
    Changes to the weighted percentages
  3. 3
    Additional topics to be introduced (i.e. High-Velocity Sales, Salesforce Inbox, Salesforce Maps, Slack, Quip, and Consulting Project Lifecycle)

CURRENT SECTIONS

CURRENT WEIGHTINGS %

RENAMED SECTIONS

NEW WEIGHTINGS %

DETAILS TO CHANGES

Sales Cloud Solution Design

21%

Application of Product Knowledge

18%

✓ Section renamed


✓ Weighting decreased by 3%


✓ Number of objectives reduced from 10 to 6. However, majority of core topics remain the same.


✓ Objective covering Sales Cloud Einstein will be moved to the Sales Practices section

Account and Contact Management

13%

Account and Contact Management

11%

✓ Weighting decreased by 2%

Opportunity Management

13%

Opportunity Management

10%

Weighting decreased by 3%


✓ Objective covering the relationships between Opportunities, Products, Product Schedules, Price, Books, Quotes, and Contracts will be moved to the Application of Product Knowledge section 

Implementation Strategies

12%

Implementation Strategies

13%

Weighting increased by 1%

Sales Productivity

9%

Sales Productivity and Integration

8%

✓ Section renamed


Weighting decreased by 1%


✓ Introduction of the following topics: Salesforce Inbox, Slack and Quip

Sales Cloud Analytics

9%

Sales Metrics, Reports & Dashboards

7%

✓ Section renamed


Weighting decreased by 2%

Marketing and Leads

8%

Lead Management

7%

✓ Section renamed


Weighting decreased by 1%


✓ Number of objectives reduced from 10 to 6. However, majority of core topics remain the same.

Integration and Data Management

8%

Data Management

8%

✓ Section renamed

Industry Knowledge

7%

Sales Practices

11%

✓ Section renamed


Weighting increased by 4%

Consulting Practices

7%

✓ NEW section


✓ 2 NEW Objectives:


1. Analyze and prioritize valid use cases from a client.


2. Understand the consulting project lifecycle.

With the changes happening on November 4th, Application of Product Knowledge (formerly Sales Cloud Solution Design) will still be highest-weighted section at 18%.

Additionally, the following new topics will be introduced:

  • High-Velocity Sales
  • Salesforce Inbox
  • Salesforce Maps
  • Slack
  • Quip
  • Consulting Project Lifecycle

Retained Sections

Three sections remain the same and these are: Account and Contact Management, Opportunity Management, and Implementation Strategies. The only changes happening to these three sections are their weightings, and one objective will be moved to a different section.

Account and Contact Management has a 2% decrease in its weighting

Opportunity Management has a 3% decrease in its weighting, and will have an objective transferred to a different section

Implementation Strategies will have a 1% increase in its weighting

New Section

There will also be an entirely new section added called Consulting Practices where 2 new objectives will be introduced as well.

Consulting Practices is a new section with 2 new objectives:

1. Analyze and prioritize valid use cases from a client.

2. Understand the consulting project lifecycle.

Focus on Force Tip: If you've scheduled your exam for after November 4th, make sure you give enough attention to the Consulting Practices and Sales Productivity and Integration sections as these topics will be gaining more importance with the new structure.

Updated Detailed Objectives

As mentioned, the number of detailed objectives within the sections will be reduced from 41 to 27 effective November 4, 2021.


The updated exam outline will have the following detailed objectives (Click on each section to view):

Application of Product Knowledge: 18% (6)

Account and Contact Management : 11% (3)

Opportunity Management: 10% (2)

Data Management: 8% (2)

Sales Metrics, Reports & Dashboards: 7% (1)

Implementation Strategies: 13% (3)

Sales Practices: 11% (3)

Sales Productivity and Integration: 8% (2)

Lead Management: 7% (3)

Consulting Practices: 7% (2)

In Summary

Starting on November 4, 2021, changes will occur to the Salesforce Sales Cloud Consultant certification exam to reflect recent improvements done by Salesforce to Sales Cloud.


To summarize, the key changes are as follows:

  • The number of sections will increase from 9 to 10
  • The number of detailed objectives will be reduced from 41 to 27
  • 6 sections will be renamed, 3 will remain the same, and 1 new section will be added
  • Changes to weighted percentages
  • Additional new topics will be introduced, as per the new structure (i.e. High-Velocity Sales, Salesforce Inbox, Salesforce Maps, Slack, Quip, and Consulting Project Lifecycle)

Best of luck to test-takers!

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