Salesforce Certified Sales Cloud Consultant — Question 15

The Sales Director at Cloud Kicks mandated that implementing logic and automation to qualify top leads is priority. Cloud Kicks fully leverages Sales Cloud and has significant data points captured on converted Leads and closed won Opportunities for the past four years.
Which two actions can the Consultant first take to ensure a best practices implementation? (Choose two.)

Answer options

• A. Review converted Lead data with Sales and Marketing leaders to understand the interaction patterns that led to conversion.
• B. Begin with the recommended base Lead Score of 100. After a predetermined amount of time, evaluate the results and adjust the Score accordingly.
• C. Begin with the recommended base Lead Grade of B-. After a predetermined amount of time, evaluate the results and adjust the Grade accordingly.
• D. Work with subject matter experts to define the key attributes of the ideal customer for Cloud Kicks' products.
• E. Configure a qualification screen-based flow to assist Sales Reps in quickly determining which Leads are high priority.

Correct answer: A, D

Explanation

Option A is correct because reviewing converted Lead data with Sales and Marketing leaders helps understand what factors contribute to successful conversions. Option D is also correct as defining the ideal customer attributes is critical for targeting efforts. Options B and C focus on scoring and grading which should come after understanding the data patterns, while option E, although useful, does not directly align with the initial best practices needed for effective implementation.