Updated for Winter ’26 Release
Last Updated: November 2025 | Credential Version: Winter ’26
This guide reflects the latest Salesforce Winter ’26 release for the Sales Professional credential. It includes updates around improved pipeline views, Einstein Opportunity Scoring, Activity tracking enhancements, and Forecasting UI improvements that real-world sellers are expected to know.
⚡ What’s New for Sales Reps in Winter ’26?
More fields and filters available in Pipeline views, plus tighter integration with Forecasts.
More prominent Einstein Opportunity Scoring, lead insights, and AI-powered email content suggestions.
Streamlined Task and Event creation, better email logging and new productivity shortcuts in the integrated side panel.
Salesforce Sales Professional Credential
Prove your skills as a high-performing Salesforce Sales Cloud user – managing leads, opportunities, pipeline, and forecasts.
The Sales Professional credential is designed for frontline sellers and sales reps who run their day in Salesforce. It focuses on real-world skills: working your pipeline, collaborating with your team, and closing deals.
📊 Exam / Credential At a Glance
Exam Objectives & Domains
1. Salesforce Sales Fundamentals & Navigation
~18%Understand the Salesforce interface from a seller’s perspective: Home, Leads, Accounts, Contacts, Opportunities, Activities, and basic collaboration features.
- Navigate Salesforce using App Launcher, tabs, list views, and global search.
- Explain the difference between Leads, Contacts, Accounts and Opportunities.
- Use Chatter or Slack integrations to collaborate on deals.
- Personalize the Home page and list views for sales productivity.
2. Lead, Account & Opportunity Management
~32%This is the heart of the Sales Professional credential – proving you can work an end-to-end sales process in Salesforce.
- Capture, qualify and convert Leads to Accounts, Contacts and Opportunities.
- Maintain Account and Contact data quality (ownership, hierarchies, key fields).
- Manage Opportunity stages, close dates, products and key fields that impact pipeline.
- Use related lists (e.g., Activities, Quotes, Cases) to see a full customer view.
3. Productivity, Activities & Sales Cadence
~22%Demonstrate how you plan your day, log interactions and follow a structured sales process using Salesforce productivity tools.
- Log calls, emails, meetings, and notes from desktop or mobile.
- Create and manage Tasks, Events, and follow-up reminders.
- Use Views, Queues, and Workspaces to focus on next actions.
- Understand how automations like assignment rules and flows impact your work queue.
4. Forecasting, Reporting & Einstein for Sales
~18%You’ll be tested on how to keep your numbers accurate and use insights to prioritize your time.
- Update Opportunity amounts, stages and close dates so Forecasts stay accurate.
- Use standard sales reports and dashboards to track performance.
- Interpret Einstein Opportunity Scores and lead scoring hints.
- Identify which opportunities need action based on pipeline and forecast views.
5. Data Quality, Collaboration & Best Practices
~10%Understand why your behavior in Salesforce matters: clean data, adoption and collaboration all drive better forecasts.
- Follow team naming conventions, required fields and validation rules.
- Use Chatter, Slack or comments to collaborate on deals and share context.
- Identify common data quality issues (duplicates, missing fields) and how sellers can help fix them.
- Adopt a “if it’s not in Salesforce, it didn’t happen” mindset.
📝 Sample Questions – Salesforce Sales Professional
💡 How These Questions Help
These examples reflect the scenario-based style of the real credential exam. Focus on what a good Salesforce seller would do, not just which button they click.
Question 1: Lead Management
A marketing campaign has generated a list of new prospects. You’ve loaded them as Leads in Salesforce. After calling one prospect, you learn they are the decision maker for a large deal and want a proposal. What is the best next step in Salesforce?
A) Create a new Opportunity directly under the Lead record and leave the Lead open.
B) Convert the Lead to an Account, Contact, and Opportunity so the deal is tracked in your pipeline.
C) Delete the Lead and create a new Opportunity under a generic “Prospects” Account.
D) Log a Task only; wait until the customer signs before creating anything else.
✓ Correct Answer: B) Convert the Lead to an Account, Contact, and Opportunity
Converting the Lead creates the right long-term records and an Opportunity you can manage through the sales process and forecast.
Question 2: Opportunity Updates & Forecasts
Your manager says your forecast is inaccurate because several Opportunities that should have closed last month are still open in the system. Which actions should you take to improve forecast accuracy?
A) Only update Opportunities if they are won; leave lost deals unchanged.
B) Close lost deals as “Closed Lost” and adjust dates and stages for deals that are still active.
C) Clone all Opportunities every month and delete the old ones.
D) Ask your manager to ignore Salesforce data and use a spreadsheet instead.
✓ Correct Answer: B) Close lost deals and update active Opportunities
Forecasts rely on accurate Opportunity stages, close dates and amounts. Sellers must keep their pipeline current in Salesforce.
Question 3: Einstein Opportunity Scoring
On your Opportunity list view, you see that some deals have high Einstein Opportunity Scores and others are low. How should you use these scores in your daily work?
A) Ignore the scores; they don’t affect anything.
B) Focus only on high-scoring deals and immediately close all low-scoring deals.
C) Use scores as a prioritization hint along with your own judgment and customer knowledge.
D) Use scores only to decide which Accounts to delete.
✓ Correct Answer: C) Use scores as a prioritization hint
Einstein scores are designed to help sellers prioritize, not replace relationship knowledge or sales strategy.
Question 4: Activity Logging
After a 30-minute discovery call with a new prospect, what is the best practice way to log this in Salesforce as a Sales Professional?
A) Do nothing in Salesforce; just remember the details.
B) Add a quick note somewhere and update only the Opportunity Amount.
C) Log the call as an Activity, capture key notes, and create a follow-up Task if needed.
D) Change the Account owner and leave the rest as-is.
✓ Correct Answer: C) Log the call and create follow-up actions
Logging Activities keeps the deal history visible to you, your manager and other collaborators, and Tasks ensure you never miss next steps.
💡 Exam Tip: Many questions give you several reasonable options. Think about which behavior leads to the cleanest data and most predictable pipeline for your manager.
📚 3–5 Week Study Plan for Sellers
🎯 Recommended Study Approach
Review how Leads, Accounts, Contacts, Opportunities and Activities work together. Walk through your company’s own sales process inside Salesforce.
Use Salesforce every day. Create list views, update your pipeline, log all Activities and experiment with Reports, Dashboards and Forecasts.
Take practice questions, revisit any weak domains (Forecasts, Activities, etc.) and focus on understanding why Salesforce best practices look the way they do.
💡 Exam Day Tips for Sales Professionals
Choose the answer that drives accurate pipeline, clear reporting and better team collaboration.
Pay attention to words like “best practice”, “most efficient” or “most accurate forecast” – they hint at the intent of the question.
Remove obviously wrong or risky behaviors first (like deleting data or bypassing Salesforce) and choose from the remaining options.
❓ Salesforce Sales Professional – FAQ
Who is the Salesforce Sales Professional credential for?
This credential is aimed at sales reps, account executives, inside sellers and SDRs who use Salesforce daily to manage their pipeline, log activities and collaborate with their teams.
Do I need any other Salesforce certification first?
There is typically no formal prerequisite. However, experience with Salesforce Sales Cloud and a solid understanding of your company’s sales process will greatly increase your chances of success.
How is this different from Sales Cloud Consultant?
Sales Professional validates how sellers use Salesforce in their daily job. Sales Cloud Consultant is for admins/consultants who design and implement Sales Cloud solutions. It’s common for sales power users to earn Sales Professional first, then move toward admin or consultant paths later.
How much time do I need to prepare?
If you already live in Salesforce every day, many candidates prepare in 3–5 weeks with focused practice and review of report/forecast features. If you are new to Salesforce, plan extra time to get comfortable with the basics.
Bookmark this page and revisit it each release to stay aligned with the latest Sales Professional exam changes.