CRM Systems & Analytics Flashcards

A sales manager notices that pipeline velocity has dropped 30% over the past quarter. Which CRM metric should they examine first to identify the root cause?

Answer: Stage conversion rates

Stage conversion rates reveal exactly where deals are stalling in the pipeline, making them the most diagnostic metric for velocity drops.

Which CRM data practice best supports accurate sales forecasting?

Answer: Requiring reps to update opportunity stages weekly

Regular weekly updates to opportunity stages keep the pipeline data current and improve forecast reliability.

A company uses a CRM lead scoring model that assigns points for website visits, email opens, and demo requests. This is an example of:

Answer: Behavioral scoring

Behavioral scoring assigns points based on a prospect's actions and engagement activities with company content.

What does the term 'CRM hygiene' primarily refer to?

Answer: Keeping CRM records accurate, complete, and up to date

CRM hygiene refers to the ongoing practice of maintaining clean, accurate, and current data within the CRM system.

Which report best helps a sales manager evaluate individual rep performance against quota?

Answer: Sales rep quota attainment report

A quota attainment report directly compares each rep's actual closed revenue to their assigned quota.

A CRM dashboard shows a high volume of leads but a very low MQL-to-SQL conversion rate. The most likely issue is:

Answer: Marketing is generating unqualified or poorly targeted leads

A low MQL-to-SQL conversion rate typically signals a misalignment between the leads marketing generates and the ideal customer profile.

In CRM analytics, what does 'churn rate' measure?

Answer: The percentage of customers who stop doing business over a period

Churn rate measures the percentage of existing customers who cancel or do not renew their relationship with the company over a given time period.