CSM Sales Strategy & Planning 2

Question 1

Which sales planning approach starts with a revenue goal and works backward to determine required activity levels?

Accepted Answer

Top-down planning

Answer

Top-down planning begins with an executive revenue target and decomposes it into quotas, activities, and headcount requirements.

Question 2

A sales manager notices that win rates drop sharply when deals involve more than three decision-makers. What strategic adjustment is most appropriate?

Accepted Answer

Develop a champion-building playbook and multi-threading strategy

Answer

Multi-threading—engaging multiple stakeholders through a coached internal champion—directly addresses win-rate erosion in complex buying committees.

Question 3

What is the primary purpose of a competitive displacement strategy?

Accepted Answer

Targeting prospects already using a rival solution and converting them

Answer

Competitive displacement focuses resources on stealing installed-base customers from rivals by highlighting differentiated value and switching cost offsets.

Question 4

A territory plan assigns higher quotas to reps covering accounts with the greatest total addressable market. This is an example of:

Accepted Answer

Market-potential-based quota allocation

Answer

Market-potential-based allocation ties quota to the estimated revenue opportunity within each territory, incentivizing effort where upside is largest.

Question 5

When building an annual sales plan, which element should be defined BEFORE setting individual rep quotas?

Accepted Answer

Company revenue target and growth assumptions

Answer

The company revenue target and growth assumptions form the foundation from which quotas, headcount, and activity plans are derived.

(CSM) Certified Sales Manager Practice Test

(CSM) Certified Sales Manager Practice Test

CSM Sales Strategy & Planning 2