Performance Analysis Flashcards

Which metric best measures the efficiency of converting sales opportunities into closed deals?

Answer: Win rate

Win rate measures the percentage of opportunities that result in closed deals, directly reflecting sales conversion efficiency.

A CAM notices that a key account's monthly recurring revenue (MRR) has declined 15% over two quarters. What is the FIRST step?

Answer: Conduct a root cause analysis

Root cause analysis identifies whether the decline stems from product issues, competition, budget cuts, or service failures before taking corrective action.

Which of the following is a lagging indicator in account performance analysis?

Answer: Annual revenue generated

Annual revenue generated is a lagging indicator because it reflects past performance rather than predicting future outcomes.

A customer health score typically combines which types of data?

Answer: Product usage, support activity, and engagement data

Customer health scores aggregate product usage, support interactions, and engagement signals to predict retention and expansion likelihood.

What does a negative Net Revenue Retention (NRR) rate indicate?

Answer: Churn and contraction exceed expansion revenue

Negative NRR means revenue lost from churned and contracted accounts exceeds revenue gained from expansions within the existing customer base.

Which analysis technique segments accounts based on revenue potential and relationship strength?

Answer: Account tiering matrix

An account tiering matrix classifies accounts by strategic value and relationship depth to prioritize resource allocation.

When evaluating account performance, what does 'share of wallet' measure?

Answer: The customer's total budget allocated to your company versus competitors

Share of wallet is the percentage of a customer's total spending in a category that your company captures compared to all other vendors.