Explanation:

A. Set default values for Phone and Email fields on the Lead object.
❌ Incorrect.
Default values won’t help here — you can’t “default” a real phone/email.
That would just insert junk data (e.g., placeholder values).

B. Make Phone and Email fields required on the Lead convert form.
❌ Incorrect.
This only enforces values at the time of conversion (Lead → Opportunity/Account/Contact).
The problem exists earlier — during lead creation and import — so this doesn’t solve it.

C. Create a validation rule that requires a Phone and Email.
✅ Correct.
A validation rule ensures that leads cannot be saved without both phone and email populated.
This guarantees the sales team always gets complete, actionable records.
✅ Correct Answer: C. Create a validation rule that requires a Phone and Email.

Explanation
Validation rules enforce data entry requirements across all lead creation methods (manual entry, imports, API, etc.).
This addresses the core issue: leads missing critical contact info.

Salesforce Reference
Salesforce Help: Validation Rules
“Validation rules verify that the data entered by a user meets the standards you specify before the user can save the record.”

✅ Exam Tip:
If the issue is critical data missing → Validation Rule.
If the issue is optional guidance → Path/Key Fields.
If the issue is at conversion only → consider Convert Form settings.

Explanation:

To address the issue of inconsistent updates from sales teams and provide more reliable information about the pipeline to leadership, the consultant should recommend enabling Sales Forecasting in Salesforce. Sales Forecasting provides a structured, standardized way to track and predict deal progress across teams, ensuring consistent and reliable pipeline data. It allows sales reps to update Opportunity details (e.g., Amount, Close Date, Probability) in a unified system, which leadership can then view through forecast reports and dashboards, reducing inconsistencies and improving visibility.

Why not A. Create a Sales Engagement report?
Sales Engagement (formerly High Velocity Sales) focuses on streamlining sales activities like cadences and outreach, not on standardizing pipeline updates or forecasting. While a custom report could summarize some Opportunity data, it lacks the robust, built-in forecasting capabilities (e.g., roll-up hierarchies, adjustments, and predictions) needed for consistent pipeline reporting to leadership.

Why not B. Customize Sales Path?
Sales Path is a visual tool that guides sales reps through Opportunity stages, highlighting key fields and tasks. While it can improve process adherence, it does not directly address pipeline reporting or provide leadership with aggregated, reliable data. It focuses on user guidance, not forecasting or data consistency for management.

How Sales Forecasting Helps:
Enables standardized tracking of Opportunities by stage, amount, and close date.
Provides roll-up summaries and forecast hierarchies for leadership visibility.
Allows managers to adjust forecasts for accuracy and review team performance.
Reduces inconsistencies by centralizing data updates in Salesforce.

Reference:
Salesforce Help: Set Up Forecasts (details enabling and configuring Sales Forecasting).

Explanation:

The core problem is a process failure: reps are talking to the wrong people, leading to lost deals. The solution needs to enforce a behavioral change that ensures the actual decision-maker is identified and involved in the deal.
This recommendation uses a validation rule or a required field on the Opportunity object, coupled with a stage-dependent criteria.
A consultant would design a process where a custom field like "Decision Maker" (a lookup to Contact) is mandatory. A validation rule would then prevent an Opportunity from being moved to a later stage (e.g., from Prospecting to Negotiation) if this field is blank.
This forces the sales rep to identify and specify who the decision-maker is before they can waste time negotiating. It creates a hard stop in the process that directly addresses the root cause of the issue.

This is a process-driven, systemic solution that changes rep behavior through system enforcement.

Why the Other Options Are Incorrect:
A. Allow sales reps to mark the contact on each opportunity as ‘’Primary’’ to indicate the decision maker.
This is a passive solution that does not solve the problem. It merely provides a way to mark someone as primary, but it does not force reps to use it or to find the real decision-maker. There is no enforcement mechanism. Reps could continue their bad behavior by simply marking any contact as "Primary."
C. Enable Opportunity Teams so sales reps can track the decision maker for each opportunity.
Similar to option A, this is a feature that allows for tracking but lacks enforcement. Opportunity Teams are excellent for collaboration and understanding roles (like "Decision Maker"), but adding someone to a team is optional.
A rep could still progress an Opportunity through all stages without ever adding the decision-maker to the team. This solution provides visibility but does not resolve the issue of reps negotiating with non-decision-makers.

Reference:
This solution is based on core Salesforce configuration principles: using validation rules and required fields to enforce sales processes and data integrity.

Key Concept:
The most effective way to resolve a process breakdown is not just to provide a tool, but to build guardrails into the process itself. Making the identification of the decision-maker a mandatory step before advancing a deal is a proactive guardrail that prevents the problem from occurring.

Explanation:

Einstein Activity Capture (EAC): This is Salesforce's recommended solution for automatically logging emails and events from a user's email server to Salesforce. The key here is that it works on the server side (in this case, with Office 365). This means it doesn't require users to install a plug-in or add-on directly on their local computers, which aligns perfectly with CK's policy. When configured, EAC automatically captures emails and events and associates them with related Salesforce records like contacts, leads, and opportunities.

Why the other options are incorrect:
B. Salesforce Inbox: Salesforce Inbox is an excellent productivity tool that works as a plug-in or add-on to the user's email client (like Outlook). However, it requires a client-side installation, which violates the company's policy that "prevents users from installing anything directly on their computers." While Salesforce Inbox has advanced features like email tracking and scheduling, it's not the right solution given the technical constraints.
C. Lightning Console for Sales: The Lightning Console for Sales is a Salesforce app UI designed for a streamlined, multi-tabbed user experience. While it can display email activity, it is a part of the Salesforce platform itself. It doesn't handle the process of logging the email from Office 365 into Salesforce. The issue is getting the email into Salesforce in the first place, not how it's viewed once it's there.

Explanation:

Northern Trail Outfitters (NTO) wants to gain insight into usage for its EMEA subsidiary’s Salesforce implementation. The Salesforce Adoption Dashboard from the AppExchange is the most effective solution, as it provides a comprehensive set of pre-built reports and dashboards specifically designed to monitor user adoption metrics, such as login rates, feature usage (e.g., Accounts, Opportunities), and data creation trends. This directly addresses NTO’s need for usage insights.
Why not A.
Create and subscribe to a custom report of active users by role?
While creating a custom report of active users by role can provide some visibility into user engagement (e.g., login frequency), it is limited in scope and requires manual configuration. It does not offer the broad, out-of-the-box insights into feature usage, data quality, or adoption trends provided by the Adoption Dashboard, making it less efficient.
Why not C.
Analyze the Setup Audit Trail to determine the number of logins per day?
The Setup Audit Trail tracks administrative changes (e.g., configuration updates), not user activity like logins. While login data can be accessed via the Login History object, analyzing it manually is time-consuming and provides only a narrow view of usage, not the comprehensive insights NTO requires.

Reference:
Salesforce AppExchange: Salesforce Adoption Dashboards (describes the dashboard’s capabilities for monitoring usage and adoption).
Salesforce Trailhead: Effective Metrics for Measuring Salesforce Usage (discusses tools like the Adoption Dashboard for tracking usage).