CAM Performance Analysis 2

Question 1

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

Accepted Answer

Win rate

Answer

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

Question 2

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

Accepted Answer

Conduct a root cause analysis

Answer

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

Question 3

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

Accepted Answer

Annual revenue generated

Answer

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

Question 4

A customer health score typically combines which types of data?

Accepted Answer

Product usage, support activity, and engagement data

Answer

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

Question 5

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

Accepted Answer

Churn and contraction exceed expansion revenue

Answer

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

(CAM) Certified Account Manager Practice Test

(CAM) Certified Account Manager Practice Test

CAM Performance Analysis 2