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 scenario best illustrates effective use of CRM automation in the sales process?

    Answer: A task is auto-created for a rep when a prospect opens a proposal, prompting timely follow-up

    Trigger-based CRM automation creates timely tasks based on buyer signals, ensuring reps act at the most relevant moments.

  2. What is the main risk of having separate, unintegrated tools for CRM, content management, and sales engagement?

    Answer: Data fragmentation leads to inconsistent customer views, duplicated effort, and missed insights

    Without integration, data lives in silos, preventing a unified view of the customer and making it impossible to analyze cross-system patterns.

  3. How should a sales enablement professional measure the ROI of a new CRM integration?

    Answer: By tracking changes in rep activity volume, pipeline velocity, and revenue outcomes before and after deployment

    CRM integration ROI is measured by comparing sales performance metrics before and after deployment to quantify business impact.

  4. What does 'pipeline coverage ratio' mean in CRM analytics, and why does it matter for sales enablement?

    Answer: The ratio of total pipeline value to quota, indicating whether there is enough opportunity to meet targets

    Pipeline coverage ratio (typically 3:1 or higher) tells managers if enough pipeline exists to hit quota, informing prospecting and enablement priorities.

  5. A sales rep is preparing for a discovery call and uses an AI-powered tool to review the prospect's recent news, funding rounds, and CRM history. This is an example of which technology category?

    Answer: Sales intelligence and account research tools

    Sales intelligence tools aggregate external and internal data to give reps relevant context before engaging a prospect.

  6. When a CRM field is marked as 'required before stage advancement,' what sales enablement goal does this typically serve?

    Answer: Enforcing data quality and ensuring reps complete critical qualification criteria before progressing deals

    Required fields at stage gates enforce qualification discipline and ensure forecast data is complete and meaningful.

  7. Which best describes the relationship between a sales methodology and CRM configuration?

    Answer: The CRM should be configured to reflect and reinforce the chosen sales methodology through stages, fields, and prompts

    Aligning CRM configuration with the sales methodology embeds the process into reps' daily workflow, increasing methodology adoption.