Sales Strategy & Planning 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 Strategy & Planning flashcards as text
A sales leader wants to prioritize accounts most likely to close quickly and at high value. Which framework is most useful?
Answer: ICP-based scoring combined with pipeline stage weighting
Scoring accounts against the Ideal Customer Profile and weighting by pipeline stage surfaces high-fit, high-readiness opportunities for priority focus.
What does 'pipeline velocity' measure in a sales strategy context?
Answer: The rate at which revenue moves through the pipeline per unit of time
Pipeline velocity = (Number of opportunities × Win rate × Average deal size) ÷ Sales cycle length, expressing revenue generated per day.
Which go-to-market motion typically requires the highest sales rep specialization and longest sales cycles?
Answer: Enterprise field sales
Enterprise field sales involves complex buying committees, custom solutions, and lengthy procurement processes requiring deep product and industry expertise.
A sales strategy document identifies 'whitespace accounts' as a key growth lever. What are whitespace accounts?
Answer: Prospects or existing customers with significant untapped revenue potential
Whitespace refers to revenue opportunity within a market or account that the company has not yet captured, making it a primary growth target.
When a sales team shifts from a generalist model to a specialized model (SDR/AE/CSM split), the primary strategic benefit is:
Answer: Improving focus and efficiency at each stage of the customer lifecycle
Role specialization allows each function to develop deep expertise in their stage—prospecting, closing, or retention—driving higher performance at each phase.
A company's sales strategy emphasizes 'solution selling' over 'product selling.' What is the core difference?
Answer: Solution selling diagnoses customer problems and positions offerings as tailored outcomes
Solution selling shifts from feature presentation to problem diagnosis, aligning the offering to specific business outcomes the buyer needs to achieve.
Which planning tool maps the buying journey stages to the corresponding sales activities required at each stage?
Answer: Sales playbook with stage-gated exit criteria
A sales playbook with stage-gated exit criteria aligns specific rep actions, buyer milestones, and required evidence to each pipeline stage.