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WorksheetsRenewal Managers OnBoarding Closing
Total questions: 39
Worksheet time: 20mins
Which are the most important tabs you should check with every renewal?
EWS 360 & Quoting
Forensics, Account Information, Account Reports, Account Teams
Opportunity stage, Chatter and Activities
Billing Contact and Email
Which are the main KPIs for a Renewal Manager?
Increase attrition, and reduce price and contract lenght
X-selling and add-ons
Forecast accuracy and increase off-cycle accuracy
Increase renewal rate, pricing and contract lenght
RMs should aim to deliver 6%-9% price increase?
True
False
RMs work on silo from Sales and Customer Success teams to secure every renewal.
True
False
A quote provides detailed product, pricing, billing, and payment information to a customer for review.
True
False
There are three steps in the Renewals Quoting process.
True
False
The Renewals Engagement Process has four phases.
BizDef, Evaluation, Commitment, Preparation, Won
Discovery, Align, Commit, Post-sale
Initiate, Negotiate, Agreed, Pending, Closed
On your marks, ready, go
Where do you go to log a ticket?
REWS Tickets
Ask your managerTicketmaster
Basecamp or Ask Astro
You should always double-check prior billing information, close date, and pACV before quoting
True
False
Which page would you need to be on to submit your Renewals quote for conversion?
Account page
Apptus Quote Review page
Quote page in Org62
Contract Selection page
What is the Renewals timeline?
60, 40 and 15 days prior to contract expire
90, 60 and 45 days prior to contract expire
120, 90 and 60 days prior to contract expire
30, 20 and 15 days prior to contract expire
At least, how many days in advance are we required to advise customers for upcoming price increase?
90 days
60 days
30 days
15 days
Where does Kevin Grimley fell in love?
At Salesforce office
On the subway
During a travel to Guadalajara
At Britney Spears concert
What are the Salesforce core values
tell it like it is, stay curious, embrace differences and keep promises
customer centric, bias for action and deliver results
transparency, all-in, one team and scrappy
trust, customer success, equality and sustainability
What does MSA stands for?
Master Subscription Agreement
Master Service Appeal
Main Server Addendum
More Solutions Added
Type of renewal that occur before the expiration date
Off-cycle renewal
On-cycle renewal
Early renewal
Late renewal
Type of exemption used when quote is agreed but only missing signatures compromising ETA
Escalation
Off-cycle exemption
30D contract length extension
Renewal days override
Is it possible for a customer to downgrade the Sales Cloud plan licensed
True
False
Which Salesforce product we will be encountering most often at Renewals AMER scope
Service Cloud
Slack
Marketing Cloud
Sales Cloud
What are the core Sales Cloud Product Families
Engagements, Intelligence, Messaging
Professional, Enterprise, Unlimited
Service Suite, Order Management, Desk
Quip, Slack
What does V2MOM stands for
Victorious, Ventilator, Mock, Opinion, Merit
Visit, Velvet, Maths, Obsessed and Matrix
Verified, Vacation, Magic, Ongoing, Map
Vision, Values, Methods, Obstacles and Measures
You want to get additional insights into how your customer has been using or adopting Salesforce
Deal desk
ROP
Legal
Account Executive
You decide to reach out to Deal Desk to work on a pricing strategy for your customer. What is the best way to do that?
Org62
Slack
Ask Astro
DSR
This oppty section is used to capture your renewal sentiment based on the forensics and forecast
Swing field
License Renewal Status
Opportunity Stage
Task
You're doing forensics and want to check the customer's usage to identify risks. Where you can find that information?
Compliance limits
Account activity
EWS 360 tab
Opportunity stage
You can access the Renewals Console from the App Launcher in Org62.
True
False
You can quickly check on your key team players are on a renewal by using the Account Team tab in the Renewals Console.
True
False
The Prior Renewal Recap tab provides an at-a-glance view of the number of 30DE provided on the prior renewal
True
False
You discover new unexpected attrition during your forensics. Which field should you use to explain the attrition?
Nest Step
Forecast
Opportunity Stage
Swing
During alignment phase you share findings, learn about the account, and strategize on how to mitigate any risk
True
False
Every customer automatically received an journey notifications of their upcoming renewal.
True
False
ABC would like to make changes to their contract at renewal. What's the process you'd use to document those changes?
Create close plan
Create quote
Create renewal opportunity
Create success request
A customer wants to reduce their quantity by 15%. Based on the Reduction Pricing Policy will not incur a price increase
True
False
Víctor Hiram has a tattoo which last stage ends with a Mexican animal representing his son
Hummingbird
Ocelot
Jaguar
Axolotl
How many dots appear on a pair of dice?
42
6
36
21
When does this image took place?
Mexico 1968
Tokyo 1964
Melbourne 1956
Munich 1972
What´s the Gender Mix (M/F) of MX Renewals HUB
30/70
50/50
70/30
60/40
Who´s lead singer of Moenia?
Equality group which unites people with visible and invisible disabilities
Boldforce
Earthforce
Outforce
Abilityforce
