Explanation:

Since the consultant wants to assess the entire data set for quality, particularly for duplicates, before loading it to production, the best approach is to run a Duplicate Job.

Here's why this is the most effective solution:

Duplicate Jobs are a native Sales Cloud feature that allows an administrator to run a scan across a large data set to identify duplicate records. By running this in a Full Copy sandbox (which has all the metadata and data from production), the consultant can see exactly what the data quality issues are, particularly with duplicate Accounts and Contacts, without impacting the live production environment.
The consultant can then analyze the results of the Duplicate Job to determine the scope of the data cleansing effort, which may involve using the Duplicate Management features to merge records or using a data loader for mass updates. This allows for a thorough assessment and cleanup plan before any data is loaded into the production org.

Why the other options are incorrect:
A. Import Wizard:
The Import Wizard is a tool for loading data, not for assessing its quality. While it can prevent some duplicates during the import process, it doesn't provide a comprehensive analysis of the existing data quality or a report on all potential duplicates in the dataset.
C. External IDs:
External IDs are a useful tool for data migration, particularly for maintaining relationships between records and for performing upserts (updating existing records with new data). However, they are a migration strategy, not a data quality assessment feature. They do not, on their own, help identify unknown data quality issues or duplicates. The consultant would need to know the duplicates beforehand to use External IDs for effective upserts.

Explanation:

Low user adoption during the Deploy phase often stems from users' lack of familiarity or comfort with the new system. To avoid this issue in future Salesforce implementations, the consultant must focus on strategies that prepare users for the transition and ensure they are confident in using the new system.

Option A: Develop test scripts during the Plan phase
Developing test scripts during the Plan phase is important for ensuring the system functions as expected during testing and validation. However, test scripts are primarily used by project teams to verify system functionality, not to address user adoption or navigation difficulties. This option does not directly tackle the issue of user unfamiliarity with the system.

Option B: Provide company-wide training throughout the project
This is the correct approach. Providing comprehensive, ongoing training throughout the project lifecycle helps users become familiar with the system before deployment. Training should start early (e.g., during the Plan or Build phases) and continue through the Deploy phase, using methods like hands-on workshops, documentation, and sandbox environments. This ensures users understand the system's functionality, navigation, and benefits, leading to higher adoption rates. Salesforce emphasizes change management and user training as critical components of successful implementations.

Option C: Conduct a beta review during the Validate phase
A beta review (or user acceptance testing) during the Validate phase allows a subset of users to test the system and provide feedback. While this can help identify usability issues, it is typically limited to a small group and occurs late in the project. It may not be sufficient to address widespread navigation difficulties or ensure company-wide readiness, making it less effective than ongoing training for driving adoption.

Reference:
Salesforce Help: Change Management Best Practices
This resource highlights the importance of user training and change management strategies to drive adoption during Salesforce implementations.
Salesforce Trailhead: Change Management for Salesforce Admins This module emphasizes the role of continuous training and user engagement in ensuring successful adoption.

Explanation:

C is correct because improving user adoption is fundamentally about addressing user needs, frustrations, and feedback. A collaboration tool (like Salesforce Chatter, Slack, or Microsoft Teams integrated with Salesforce) creates a direct, ongoing channel for users to report issues, share tips, and feel heard. This engagement is a proven method for increasing adoption by making users active participants in the process and ensuring the platform evolves to meet their real-world needs.

A is incorrect because while approval processes can improve data quality, they are a form of enforcement and control. Adding more restrictive processes without first understanding user pain points is likely to decrease user adoption by making the system feel more cumbersome and less user-friendly.

B is incorrect because conducting a requirements workshop is a key activity for the initial design and implementation of a system. The question is about improving adoption after the system is already in use. While user stories from a past workshop might have informed the build, the current problem requires a more agile and continuous feedback mechanism to address the adoption issues that have emerged in practice.

Reference: Salesforce success is built on the concept of the "Ohana," or community. Best practices for driving adoption emphasize communication, training, and—most importantly—continuous feedback loops to ensure the solution continues to provide value to its users. Tools like Chatter are central to this strategy within the Salesforce ecosystem.

Explanation:

Einstein Lead Scoring in Salesforce allows organizations to prioritize leads based on predictive analytics, using data from standard and custom fields on the Lead object. However, if the sales director wants to exclude a specific custom field from influencing the lead scoring process, the consultant needs to ensure that the field is not included in the Einstein Lead Scoring model.

Option A: Clear the custom field values on Lead records
This approach is impractical and incorrect because clearing the values of the custom field would remove potentially valuable data from the Lead records. Additionally, it does not prevent the field itself from being considered in the scoring model if it’s included in the configuration.

Option B: Omit the custom field from the Scoring Model
This is the correct approach. In Salesforce, Einstein Lead Scoring allows administrators to configure which fields are included in the scoring model. By excluding the specific custom field from the model, the consultant ensures that it does not influence the lead score while preserving the field’s data for other purposes. This can be done in the Einstein Lead Scoring setup by deselecting the custom field from the list of fields used for scoring.

Option C: Remove the custom field from Lead page layouts
Removing the field from the page layout only affects its visibility to users in the UI. It does not impact whether the field is used in the Einstein Lead Scoring model, as the model considers field data regardless of page layout configuration.

Reference:
Salesforce Help: Set Up Einstein Lead Scoring
This documentation explains how to configure Einstein Lead Scoring, including how to select or deselect fields for inclusion in the scoring model.

Explanation:

The Discovery phase is all about understanding the client’s business, gathering requirements, and documenting how their current and desired sales processes work. This provides the foundation for designing Salesforce solutions that align with their business goals.

A. Set project milestones → This typically happens later, during Project Planning, after discovery is complete and requirements are clear. Milestones are part of the project management plan, not discovery.

B. Create the implementation plan → This also comes later, after discovery, in the Planning & Design phases. You can’t create a proper plan until you fully understand the client’s requirements and sales processes.

C. Define sales processes → ✅ This is correct. In discovery, consultants should map and define how the business manages lead-to-opportunity, opportunity-to-close, pipeline stages, and approval processes. Without this, any implementation risks misalignment.

📚 References:
Salesforce Trailhead: Consultant Skills & Methodology
→ Emphasizes discovery = requirement gathering and process definition.
Salesforce Implementation Guide → Discovery focuses on business process mapping, gathering requirements, and defining KPIs before solution design.

✅ Summary:
In the Discovery phase, the consultant’s main role is to define and document sales processes to ensure Salesforce aligns with business needs.