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
What is the primary function of CPQ (Configure, Price, Quote) software in a sales technology stack?
Answer: Enabling reps to accurately configure complex products, apply correct pricing, and generate professional quotes quickly
CPQ streamlines quote generation by enforcing pricing rules and product configuration logic, reducing errors and accelerating deal cycles.
A sales enablement manager wants to understand which pieces of content are actually influencing closed deals. Which tool provides this insight?
Answer: A sales content platform with deal-influence attribution and usage analytics
Sales content platforms track which assets are shared, viewed by buyers, and correlated with won opportunities, providing attribution data.
How does predictive lead scoring in a CRM improve sales rep efficiency?
Answer: It ranks leads by likelihood to convert so reps prioritize high-potential prospects
Predictive lead scoring uses historical data and AI to rank prospects, helping reps focus effort where conversion probability is highest.
What is 'tech stack sprawl' and why is it a concern for sales enablement?
Answer: Accumulating redundant or poorly integrated tools that fragment data and overwhelm reps
Tech stack sprawl creates data silos, reduces adoption, and burdens reps with switching between too many disconnected tools.
Which CRM reporting feature is most useful for identifying where deals stall in the sales pipeline?
Answer: Stage-by-stage conversion rates and average time-in-stage analysis
Stage conversion rates and time-in-stage reports reveal bottlenecks where deals lose momentum, enabling targeted coaching and process fixes.
In sales enablement, what does 'CRM as a system of record' mean?
Answer: The CRM is the authoritative, single source of truth for all customer and deal data across the organization
When the CRM is the system of record, all teams rely on it as the definitive data source, ensuring consistency and reducing information silos.
What is the benefit of integrating a sales enablement platform directly into the CRM interface?
Answer: Reps can access recommended content and training without leaving their primary workflow tool
In-CRM integration surfaces enablement resources at the point of need, reducing context-switching and improving content utilization.