Salesforce Sales-101 Exam Questions 2025

Understanding the Sales-101 certification and its value

The Salesforce Sales-101 certification is a credential that confirms a grasp of core sales concepts, methodology, and how Salesforce supports sales teams. Many firms now expect new hires to already know the basics of CRM workflows, opportunity tracking, and customer relationships. Holding this cert signals that you’re ready to work with Salesforce-powered sales orgs.

Salesforce issues this certification, so it carries weight in the ecosystem. Because Salesforce is a market leader in CRM, this foundation cert opens doors. It matters to employers because they prefer people who require less upfront training. Beginners and those shifting into sales tech roles find it especially useful.

With Sales Foundations, you’ll build skills in lead management, opportunity life cycles, account strategies, forecasting, sales process mapping, and collaborating across teams. Some say the exam has moderate difficulty accessible if you prepare, though it still demands that you understand the logic behind Salesforce’s sales features.

From a return perspective, it helps you land entry-level roles faster and gives you credibility for internal promotions. The path might lead to roles such as Sales Operations Analyst, Sales Development Representative (SDR), or Inside Sales Associate. In many markets, certified sales professionals with CRM skills see better offers.

Here’s a quick salary comparison (2025 estimates):

* These are rough numbers; local markets, industry, and bonuses shift them.

Because the landscape around sales tech is shifting fast, having credentials like this gives you momentum, not a guarantee. But many who’ve earned it report easier hiring processes and a stronger resume.

How the Sales Foundations Test is structured

This section describes how the exam works and what you should expect in terms of format, content, and approach.

Overview of exam setup and scoring
The test is delivered online, timed, multiple-choice format. You’ll face around 60 questions and generally have 90 minutes to complete them. There’s no partial credit each question counts equally. You must score a passing threshold (often ~65–70 %) to get certified.

Core domains in the syllabus

The exam covers several key areas:

• Lead and opportunity management

• Account and contact models

• Sales process stages and methodology

• Forecasting & quotas

• Collaboration tools (Chatter, teams)

• Reports & dashboards for sales metrics

Each domain contributes a weight. For instance, opportunity management might be 25 %, forecasting 20 %, etc.

How questions distribute across topics

Questions are not evenly divided. More weight is given to opportunity and lead lifecycle, as that’s central to daily sales tasks. Forecasting, dashboards, and team collaboration get fewer but still significant questions.

Time strategy, passing rules, and delivery format

You must pace yourself. That means roughly 1.5 minutes per question leaving buffer for review. The system scores immediately and reports pass/fail. The test is proctored you’ll be monitored via webcam and screen share tools.

Smart ways to prepare

• Break down each domain and map out what you know vs weak spots

• Use flashcards for key terms like “upsert,” “pipeline,” “quota variance”

• Try timed mock tests to build stamina

• For tricky topics like forecasting, draw diagrams or workflows

• Teach a peer a concept explaining out loud reveals gaps

Mistakes many make

• Overthinking the question stem instead of reading the simplest correct answer

• Ignoring edge-case scenarios in Salesforce objects

• Not reviewing wrong answers to understand logic

• Running out of time near the end

Recommended pacing and revision plan

• First 2 weeks: cover domains broadly

• Next 1 week: deeper drill into weak areas

• Final days: timed mocks + review explanations

Commonly asked setup issues and how to avoid them

• Make sure your testing room is quiet and your internet is stable

• Use the same device for mock tests to get used to the layout

• Don’t open unauthorized resources during the exam