Practice Test Geeks(CST) Certified Sales Trainer Practice Test
← All CST Flashcard Decks

CST Pipeline Management & Forecasting Flashcards

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

Read the first 6 CST Pipeline Management & Forecasting flashcards as text

  1. Sales velocity is calculated using which combination of factors?

    Answer: Number of opportunities × Win rate × ACV ÷ Sales cycle length

    Sales velocity (opportunities × win rate × ACV ÷ cycle length) measures how quickly revenue flows through the pipeline.

  2. When training reps to prioritize pipeline deals, a CST trainer should focus on which primary criteria first?

    Answer: Deals with the strongest buying signals and nearest close dates

    Prioritizing deals with strong buying signals and near close dates maximizes conversion efficiency and forecast accuracy.

  3. A CST trainer notices reps skip CRM updates when busy. The BEST training solution to improve CRM adoption is to:

    Answer: Show reps how accurate CRM data directly benefits their own forecast and commission visibility

    Connecting CRM updates to personal benefits like commission tracking and forecast accuracy creates intrinsic motivation to maintain data quality.

  4. Which qualification framework helps reps determine whether a deal deserves pipeline space by assessing Budget, Authority, Need, and Timeline?

    Answer: BANT

    BANT (Budget, Authority, Need, Timeline) is a classic deal qualification framework that validates whether a prospect is a genuine pipeline opportunity.

  5. A manager asks a CST trainer to help reduce the number of deals that 'die' at the proposal stage. The BEST training intervention is to:

    Answer: Coach reps to confirm stakeholder alignment and funding before submitting proposals

    Deals die at proposal when there is no confirmed budget, decision authority, or internal champion — training reps to validate these before submitting reduces wasted proposals.

  6. Commit forecasting requires reps to categorize deals as 'Commit,' 'Best Case,' or 'Pipeline.' A 'Commit' deal means the rep:

    Answer: Is highly confident the deal will close in the current period barring unforeseen events

    'Commit' in most forecast methodologies means the rep is personally accountable that the deal closes this period, with high confidence based on current evidence.