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Sales Performance Metrics & Analysis Flashcards

7 cards from real CSM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Sales Performance Metrics & Analysis flashcards as text

  1. A sales team has a 30-day sales cycle and closes 40% of qualified opportunities. If the team generates 50 qualified opportunities per month, what is the monthly close rate metric called?

    Answer: Opportunity win rate

    Opportunity win rate measures the percentage of qualified opportunities that result in closed deals.

  2. Which formula correctly calculates Sales Velocity?

    Answer: (Number of Opportunities × Win Rate × Average Deal Size) ÷ Sales Cycle Length

    Sales Velocity = (Opportunities × Win Rate × Average Deal Size) ÷ Sales Cycle Length, measuring how quickly deals move through the pipeline.

  3. A manager notices that rep A has a high number of activities but low revenue. Which metric would BEST identify whether the rep's time is being spent productively?

    Answer: Revenue per activity

    Revenue per activity reveals whether a rep's sales actions are translating into revenue, exposing productivity issues.

  4. Month-over-month quota attainment dropped from 92% to 74% across the team. What is the FIRST analysis a sales manager should conduct?

    Answer: Analyze pipeline stage conversion rates to pinpoint the breakdown

    Analyzing pipeline stage conversion rates identifies where deals are being lost, providing actionable insight before making personnel decisions.

  5. What does a high 'days to close' variance between reps on similar deal sizes typically indicate?

    Answer: Differences in sales process adherence or negotiation skill

    High variance in days to close for comparable deals suggests inconsistencies in how reps execute the sales process or handle objections.

  6. A CSM uses a 'pipeline coverage ratio' of 3:1. What does this mean?

    Answer: The pipeline value is three times the revenue quota

    A 3:1 pipeline coverage ratio means the total pipeline value is three times the quota, providing a buffer for expected losses.

  7. Which scenario BEST illustrates 'sandbagging' as detected through metric analysis?

    Answer: A rep repeatedly closes large deals in the final days of the quarter after showing low pipeline all quarter

    Sandbagging is identified when reps hold back committed deals and report them only at period end, creating a pattern of late-quarter spikes.