Practice Test Geeks(ATD) ATD Sales Enablement Certification Practice Test
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Sales Technology & CRM Systems Flashcards

7 cards from real ATD practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Sales Technology & CRM Systems flashcards as text

  1. Which CRM metric best indicates whether a sales rep is actively maintaining customer relationships post-sale?

    Answer: Activity logging frequency and touchpoint cadence

    Activity logging frequency and touchpoint cadence show how consistently a rep engages customers, which reflects relationship maintenance quality.

  2. A sales enablement leader wants to reduce manual data entry burden on reps. Which CRM feature most directly addresses this?

    Answer: Automated activity capture via email and calendar sync

    Automated activity capture syncs email and calendar interactions directly into the CRM, eliminating manual logging.

  3. What is the primary purpose of a sales engagement platform (SEP) when integrated with a CRM?

    Answer: To orchestrate multi-step outreach sequences and log outcomes back to the CRM

    SEPs automate and sequence outreach (calls, emails, social) and bi-directionally sync engagement data with the CRM.

  4. When configuring CRM opportunity stages, which practice aligns them most effectively with sales enablement goals?

    Answer: Mirroring the buyer's journey milestones rather than internal sales activities

    Buyer-journey-aligned stages ensure the CRM reflects actual customer progress, improving forecast accuracy and coaching relevance.

  5. A rep notices that a prospect has opened a proposal email three times in two days. Which sales technology provides this insight?

    Answer: Email tracking within a sales engagement platform

    Sales engagement platforms include email tracking that logs open counts and timing, signaling buyer interest.

  6. What does 'CRM adoption rate' measure in a sales enablement context?

    Answer: The proportion of sales reps consistently using CRM features as intended

    Adoption rate tracks how consistently reps use CRM tools correctly, which is a key enablement health metric.

  7. Which approach is most effective when rolling out a new CRM integration to the sales team?

    Answer: Pilot with a small group, gather feedback, then scale with training and clear WIIFM messaging

    A phased pilot with feedback loops and 'what's in it for me' messaging drives adoption by demonstrating value before broad rollout.