CST CST Pipeline Management & Forecasting 2

Question 1

Sales velocity is calculated using which combination of factors?

Accepted Answer

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

Answer

Total revenue ÷ Number of reps

Answer

Pipeline value × Stage probability

Answer

Quota ÷ Conversion rate

Question 2

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

Accepted Answer

Deals with the strongest buying signals and nearest close dates

Answer

Deals with the highest total contract value regardless of close likelihood

Answer

Deals that have been open the longest

Answer

Deals from the rep's favorite accounts

Question 3

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

Accepted Answer

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

Answer

Threaten disciplinary action for missed updates

Answer

Hire a data entry assistant for all reps

Answer

Remove pipeline management from rep responsibilities

Question 4

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

Accepted Answer

BANT

Answer

SPIN Selling

Answer

MEDDIC

Answer

Challenger Sale

Question 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:

Accepted Answer

Coach reps to confirm stakeholder alignment and funding before submitting proposals

Answer

Teach reps to send proposals earlier in the process

Answer

Standardize a single proposal template for all deals

Answer

Increase proposal volume to compensate for losses

Question 6

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

Accepted Answer

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

Answer

Hopes to close the deal if everything goes perfectly

Answer

Is contractually guaranteeing the deal will close

Answer

Has already received a signed contract