Performance Analysis Flashcards
7 cards from real CAM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Performance Analysis flashcards as text
A CAM wants to measure how efficiently the sales team manages accounts. Which metric is MOST relevant?
Answer: Revenue per account manager
Revenue per account manager measures productivity by comparing total revenue managed to the number of account managers, reflecting efficiency of resource deployment.
What does a 'cohort analysis' reveal in the context of account performance?
Answer: Behavioral patterns of groups of accounts acquired or onboarded in the same period
Cohort analysis groups accounts by a shared characteristic (e.g., acquisition month) and tracks their collective behavior over time to identify trends.
A CAM's account shows strong gross revenue growth but declining gross margin. What does this suggest?
Answer: Revenue growth may be driven by discounting or high service costs that erode margins
Declining gross margin despite revenue growth often signals excessive discounting, increased cost-to-serve, or a product mix shift toward lower-margin offerings.
Which performance indicator would BEST signal early-stage customer disengagement?
Answer: Decline in login frequency and feature utilization
Declining product login and feature usage are early behavioral signals of disengagement before financial impacts like churn become visible.
A CAM is presenting account performance data to an executive sponsor. Which data visualization is MOST effective for showing revenue trend over 12 months?
Answer: Line chart
Line charts are optimal for displaying continuous data trends over time, making 12-month revenue progression immediately interpretable.
When setting performance targets for a key account, which approach ensures goals are realistic and motivating?
Answer: Base targets on historical performance, market conditions, and mutual agreement with the customer
Effective performance targets are grounded in historical data, market context, and customer input to ensure they are achievable yet challenging.
Which scenario best illustrates 'expansion revenue' in account performance analysis?
Answer: A customer adds additional user licenses to their existing subscription
Expansion revenue is generated when existing customers increase their spend through upsells, cross-sells, or adding more users/seats.