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 implements a 'tiered account segmentation' strategy. What is the primary benefit of this approach?
Answer: Allocates sales effort and resources proportionally to account potential and strategic value
Tiered segmentation (e.g., Tier 1/2/3) ensures that high-value strategic accounts receive greater time, resources, and executive attention relative to their revenue potential.
In a channel sales strategy, the term 'channel conflict' refers to:
Answer: Competition between direct sales reps and channel partners for the same customers
Channel conflict occurs when direct and indirect (partner) sales motions compete for the same prospect or account, undermining partner relationships.
Which sales planning metric indicates whether there is enough pipeline to achieve the revenue target, typically expressed as a ratio?
Answer: Pipeline coverage ratio
Pipeline coverage ratio (total pipeline value ÷ quota) shows whether sufficient opportunity exists to absorb expected loss rates and still hit target.
A CSM wants to reduce dependence on a single large customer that represents 40% of revenue. This is a strategy to address:
Answer: Customer concentration risk
Customer concentration risk exists when too much revenue is tied to one account; losing that customer would cause catastrophic revenue impact.
What is the role of 'deal review' or 'pipeline review' meetings in executing a sales strategy?
Answer: A coaching and forecasting mechanism to identify at-risk deals and accelerate stalled opportunities
Regular pipeline reviews allow managers to spot coaching opportunities, remove blockers, and improve forecast accuracy by assessing deal quality and next steps.
When evaluating whether to pursue a new market segment, a sales leader should FIRST assess:
Answer: The segment's addressable market size, competitive intensity, and fit with existing capabilities
Strategic segment entry decisions require sizing the opportunity, understanding competitive dynamics, and confirming that current sales motion and product can serve that segment profitably.
A 'pull-through' sales strategy is most commonly used when:
Answer: Influencing end-user demand to drive purchase requests through distributors or channel partners
Pull-through strategies create end-user preference or specification requests that then flow back through partners, making the channel demand the product rather than just stock it.