CST CST Pipeline Management & Forecasting 2 — Questions and Answers
Question 1: Sales velocity is calculated using which combination of factors?
- Number of opportunities × Win rate × ACV ÷ Sales cycle length (Correct answer)
- Total revenue ÷ Number of reps
- Pipeline value × Stage probability
- Quota ÷ Conversion rate
Correct 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.
Question 2: When training reps to prioritize pipeline deals, a CST trainer should focus on which primary criteria first?
- Deals with the highest total contract value regardless of close likelihood
- Deals with the strongest buying signals and nearest close dates (Correct answer)
- Deals that have been open the longest
- Deals from the rep's favorite accounts
Correct 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.
Question 3: A CST trainer notices reps skip CRM updates when busy. The BEST training solution to improve CRM adoption is to:
- Threaten disciplinary action for missed updates
- Show reps how accurate CRM data directly benefits their own forecast and commission visibility (Correct answer)
- Hire a data entry assistant for all reps
- Remove pipeline management from rep responsibilities
Correct 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.
Question 4: Which qualification framework helps reps determine whether a deal deserves pipeline space by assessing Budget, Authority, Need, and Timeline?
- SPIN Selling
- BANT (Correct answer)
- MEDDIC
- Challenger Sale
Correct answer: BANT
BANT (Budget, Authority, Need, Timeline) is a classic deal qualification framework that validates whether a prospect is a genuine pipeline opportunity.
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:
- Teach reps to send proposals earlier in the process
- Coach reps to confirm stakeholder alignment and funding before submitting proposals (Correct answer)
- Standardize a single proposal template for all deals
- Increase proposal volume to compensate for losses
Correct 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.
Question 6: Commit forecasting requires reps to categorize deals as 'Commit,' 'Best Case,' or 'Pipeline.' A 'Commit' deal means the rep:
- Hopes to close the deal if everything goes perfectly
- Is contractually guaranteeing the deal will close
- Is highly confident the deal will close in the current period barring unforeseen events (Correct answer)
- Has already received a signed contract
Correct 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.
CST CST Pipeline Management & Forecasting 2
Sales velocity is calculated using which combination of factors?