ATD Sales Technology & CRM Systems 2

Question 1

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

Accepted Answer

Activity logging frequency and touchpoint cadence

Answer

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

Question 2

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

Accepted Answer

Automated activity capture via email and calendar sync

Answer

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

Question 3

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

Accepted Answer

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

Answer

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

Question 4

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

Accepted Answer

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

Answer

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

Question 5

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

Accepted Answer

Email tracking within a sales engagement platform

Answer

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

(ATD) ATD Sales Enablement Certification Practice Test