Sales Cloud Consultant cheat sheet
Sales processes, forecasting, territories & opportunity management
Must-know terms
- AccountCore CRM
An Account is the company, household, or person you do business with. In a Business-to-Business org it represents a buying organization, the one signing the contract and getting invoiced. In a Busines…
- Account Contact RelationshipCore CRM
An Account Contact Relationship, often shortened to ACR, is a junction record that links a single Contact to additional Accounts beyond the one stored in the Contact's primary AccountId field. In a Bu…
- Account TeamCore CRM
An Account Team is a defined group of Users who collaborate on a single Account in Salesforce. Each team member has a role (Account Manager, Executive Sponsor, Channel Sales Manager, Lifecycle Manager…
- Account Team MemberCore CRM
An Account Team Member is a row on the AccountTeamMember object that grants a Salesforce user access to a specific Account in a named role, separate from ownership. The Account itself has one owner, b…
- Action Link TemplatesCore CRM
An Action Link Template is a reusable definition of an Action Link, which is a clickable button or link rendered on a Chatter feed item that triggers a pre-configured action. Action Links themselves c…
- ActivityCore CRM
An Activity in Salesforce is a Task or an Event tracked against another record. Tasks are to-dos with a due date (a callback, a follow-up email, a contract review). Events are calendar items with a st…
- Activity HistoryCore CRM
Activity History is the Salesforce term for the related list and the Past Activity section of the Lightning Activity timeline that shows every completed Task, logged call, sent email, and past Event a…
Amount Without Adjustments is the Collaborative Forecasts column that shows the forecast roll-up of opportunities in their unmodified state. It is the pure sum of Opportunity Amount values for opportu…
Amount Without Manager Adjustment is the Collaborative Forecasts column that shows a forecaster's number with the owner-level adjustment included but with every manager-level adjustment stripped out. …
Amount Without Owner Adjustment is the Collaborative Forecasts column that shows a forecaster's number with manager-level adjustments applied but with the owner's own (rep-level) adjustment stripped o…
- AnnuitySales
An Annuity in Salesforce is a recurring-revenue product line that pays out the same amount on a regular cadence (monthly, quarterly, annually) for the life of the contract, rather than as a single up-…
- AssetCore CRM
An Asset in Salesforce represents a specific instance of a product that a customer owns. Where Product describes the catalog item your company sells, Asset describes the actual unit installed at a spe…
- Asset HierarchyCore CRM
Asset Hierarchy is the Salesforce feature that lets Asset records form parent-child relationships through the ParentId field, modelling physical or logical containment between assets. A solar installa…
- Asset RelationshipCore CRM
Asset Relationship is the Salesforce standard object that stores non-hierarchical associations between two Assets. Where Asset Hierarchy uses the ParentId field to model containment (this component is…
- AttachmentCore CRM
An Attachment in Salesforce is the legacy mechanism for storing a file (PDF, image, document) directly tied to one parent record. The Attachment object stores the binary content as a blob plus metadat…
- Best AnswerCore CRM
The Best Answer in Salesforce Chatter Questions and Experience Cloud Q&A surfaces is the comment that the question asker, a moderator, or another authorised user has marked as the definitive resolutio…
- Best Case AmountSales
Best Case Amount is the Collaborative Forecasts column that shows the forecast value rolled up from Opportunities in the Best Case forecast category, summed across the user's pipeline and any reports …
- Blank lookupCore CRM
A Blank Lookup in Salesforce is a lookup field that has no value: the record's relationship to the parent object is empty (null in SOQL, no value selected in the UI). Blank Lookups happen by design (t…
- Boolean OperatorsCore CRM
Boolean Operators in Salesforce are the logical connectives (AND, OR, NOT) that combine multiple conditions into one composite expression. They appear in nearly every place Salesforce evaluates a cond…
- Business AccountCore CRM
A Business Account in Salesforce is the standard B2B-style Account record representing a company, organisation, or institution rather than an individual. It is the default Account shape: a single Acco…
- CalendarCore CRM
The Calendar in Salesforce is the personal and shared scheduling surface that displays Event records (and any Object-Based Calendar built from other records with date fields) in day, week, and month v…
- CallCore CRM
A Call in Salesforce is a customer-facing telephone interaction, recorded in CRM either as a logged Task (TaskSubtype = Call) for manually documented calls, or as a Voice Call standard object record f…
- CampaignSales
A Campaign in Salesforce is a marketing program record: an email send, a webinar, a trade show, a paid ad flight, a content syndication push, or any other outreach effort that produces Leads and influ…
- Campaign HierarchySales
Campaign Hierarchy is the Salesforce feature that lets you stack related Campaign records into a parent-child tree up to five levels deep. Each child campaign rolls its Campaign Members, costs, and in…