Sales Process & Pipeline Management Flashcards
6 cards from real CRM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 6 Sales Process & Pipeline Management flashcards as text
Which KPI measures the percentage of sales opportunities that result in a client win?
Answer: Win rate (close rate)
Win rate is calculated as deals won divided by total deals pursued, and is a key indicator of the effectiveness of the CRM's sales process and proposal quality.
A 'pipeline coverage ratio' of 3:1 means:
Answer: The pipeline contains three times the revenue target, providing a buffer for deals that don't close
A 3:1 coverage ratio is considered a healthy buffer because not all pipeline deals will close, and having three times the target ensures the quota can still be met.
Referral-based prospecting is considered most effective in CRM because:
Answer: Referred prospects come with built-in trust and typically have higher conversion rates and longer client lifespans
Trust transferred through a referral shortens the sales cycle and leads to higher-quality, more loyal clients than cold outreach typically produces.
The primary benefit of a structured onboarding process for new clients is that it:
Answer: Sets expectations, builds early confidence, and accelerates the client's time-to-value from the relationship
A structured onboarding experience ensures new clients quickly understand how to use the firm's services, feel valued, and are less likely to disengage early.
When a client objects to a proposed solution by saying 'the price is too high,' the BEST response from a CRM professional is to:
Answer: Explore whether the objection is about price or perceived value, and reframe the solution in terms of ROI and outcomes
Price objections often signal a value gap—the client isn't convinced the solution is worth the cost—so reframing around outcomes is more effective than simply cutting price.
In the final closing stage of a financial services engagement, a CRM professional should ensure:
Answer: The client fully understands all terms, fees, and next steps, and has given informed consent
Ethical closing requires full transparency and informed consent—the client should understand exactly what they are committing to before signing.