CRM CRM Sales Pipeline and Automation 2 — Questions and Answers
Question 1: What is a 'workflow automation' in CRM sales tools?
- A rule-based trigger that automatically performs actions when specified conditions are met (Correct answer)
- A manual checklist reps follow for each deal in the pipeline
- A script that syncs CRM data to an external spreadsheet nightly
- A feature that automatically archives deals older than 12 months
Correct answer: A rule-based trigger that automatically performs actions when specified conditions are met
CRM workflow automations are if-this-then-that rules that automatically execute actions — like sending emails, updating fields, or creating tasks — when trigger conditions are met.
Question 2: What is 'deal rotation' or 'round-robin lead assignment' in CRM automation?
- Automatically distributing new leads evenly among available sales reps in rotation (Correct answer)
- Moving stale deals between pipeline stages to keep them active
- Reassigning all deals when a sales rep leaves the company
- A feature that randomly selects which rep receives manager coaching each week
Correct answer: Automatically distributing new leads evenly among available sales reps in rotation
Round-robin lead assignment automatically distributes incoming leads equally across the sales team in turn, ensuring fair workload distribution without manual assignment.
Question 3: What is 'contact activity tracking' in CRM sales automation?
- Automatically logging all interactions with a contact including emails, calls, and meetings (Correct answer)
- Monitoring which contacts have visited the company's website
- Tracking the geographic movements of sales reps in the field
- Recording the number of contacts a sales rep adds to the CRM per week
Correct answer: Automatically logging all interactions with a contact including emails, calls, and meetings
Contact activity tracking automatically records every touchpoint with a prospect — emails, calls, meetings, and notes — creating a complete interaction history without manual data entry.
Question 4: What is a 'deal alert' or 'opportunity alert' in CRM pipeline management?
- An automated notification triggered when a deal meets defined criteria like going stale or exceeding value (Correct answer)
- An email sent to customers notifying them that their quote has expired
- A pop-up warning that appears when a rep tries to delete an opportunity
- A daily digest report summarizing all open deals sent to the sales manager
Correct answer: An automated notification triggered when a deal meets defined criteria like going stale or exceeding value
Deal alerts notify sales reps or managers when an opportunity meets specific conditions — such as no activity in 14 days or exceeding a revenue threshold — prompting timely action.
Question 5: What does 'close date' represent on a CRM opportunity record?
- The estimated date by which a deal is expected to close or be decided (Correct answer)
- The date a deal was lost or cancelled
- The date the CRM record was first created
- The contract end date for a recurring subscription deal
Correct answer: The estimated date by which a deal is expected to close or be decided
The close date on an opportunity is the forecasted date by which the deal is expected to either close as won or lost, used for time-period forecasting and pipeline reviews.
Question 6: What is 'task automation' in CRM sales workflows?
- Automatically creating follow-up tasks for reps based on deal activity or stage changes (Correct answer)
- Using AI to complete sales tasks on behalf of reps without human input
- Scheduling all sales team meetings automatically through the CRM calendar
- Automatically generating and sending proposals to prospects at each stage
Correct answer: Automatically creating follow-up tasks for reps based on deal activity or stage changes
Task automation creates and assigns follow-up actions to sales reps automatically when trigger conditions occur — like creating a 'Send proposal' task when a deal enters the Proposal stage.
CRM CRM Sales Pipeline and Automation 2
What is a 'workflow automation' in CRM sales tools?