CRM CRM Analytics and Reporting 2

Question 1

What is 'customer lifetime value' (CLV or LTV) as measured in a CRM?

Accepted Answer

The total revenue a customer is expected to generate over their relationship with the business

Answer

Customer Lifetime Value (CLV) is the predicted total revenue a business can expect from a single customer account throughout their entire relationship.

Question 2

What is a 'dashboard' in CRM software?

Accepted Answer

A visual display of key metrics and reports on a single screen

Answer

A CRM dashboard is a customizable screen that aggregates multiple reports and key performance indicators into a single visual interface for quick monitoring.

Question 3

What does 'lead source tracking' in CRM analytics help organizations understand?

Accepted Answer

Which marketing channels are generating the most valuable leads

Answer

Lead source tracking attributes each lead to its origin channel — such as organic search, paid ads, or referrals — allowing marketers to identify and invest in their highest-ROI channels.

Question 4

What is 'churn rate' in CRM customer analytics?

Accepted Answer

The percentage of customers who stop doing business with a company in a period

Answer

Churn rate is the percentage of customers who cancel or stop purchasing within a given time period, a critical metric for subscription businesses tracking retention.

Question 5

What is a 'forecast accuracy' metric in sales CRM reporting?

Accepted Answer

How closely a sales team's predicted revenue matches actual closed revenue

Answer

Forecast accuracy compares the revenue predicted at the start of a period against actual closed revenue, measuring how reliable the sales team's pipeline judgments are.

CRM - Software Practice Test

CRM - Software Practice Test

CRM CRM Analytics and Reporting 2