Monitoring & Performance Tuning Flashcards
7 cards from real CSA practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Monitoring & Performance Tuning flashcards as text
Which KPI best reflects how efficiently a sales team converts pipeline opportunities into revenue over a given period?
Answer: Pipeline velocity
Pipeline velocity combines deal count, average deal size, win rate, and sales cycle length to measure how quickly revenue moves through the pipeline.
A sales associate consistently meets activity quotas but misses revenue targets. A manager should investigate which area FIRST?
Answer: The quality of the rep's discovery conversations and whether deals are properly qualified
Activity compliance without revenue results points to a quality issue in how conversations are conducted rather than a quantity problem.
What does a high 'churn rate' among recently closed customers typically signal about the sales process?
Answer: Sales reps may be overpromising or selling to poorly qualified customers
High early churn often indicates that sales reps closed deals with customers who were not a strong fit, leading to unmet expectations post-sale.
In CRM-based performance monitoring, what does 'stage conversion rate' measure?
Answer: The percentage of deals that advance from one pipeline stage to the next
Stage conversion rate reveals at which points in the funnel deals are advancing or stalling, enabling targeted coaching and process improvement.
A sales leader wants to benchmark rep performance fairly across territories with different market potential. Which approach is MOST appropriate?
Answer: Use quota attainment percentage rather than absolute revenue figures
Quota attainment percentage normalizes performance across varying territory sizes and potentials, providing a fair cross-territory comparison.
Which of the following best describes a 'leading indicator' in sales performance monitoring?
Answer: Number of discovery calls scheduled for the current week
Leading indicators measure current activities that predict future revenue outcomes, unlike lagging indicators which reflect past results.
After implementing a new sales process, a manager wants to evaluate its impact objectively. Which method is MOST rigorous?
Answer: Run a controlled pilot with one group using the new process and one using the old, then compare KPIs
A controlled pilot (A/B test) isolates the impact of the new process by comparing matched groups, minimizing confounding variables.