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

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?

Accepted Answer

Deals with the strongest buying signals and nearest close dates

Answer

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:

Accepted Answer

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

Answer

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?

Accepted Answer

BANT

Answer

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:

Accepted Answer

Coach reps to confirm stakeholder alignment and funding before submitting proposals

Answer

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.

(CST) Certified Sales Trainer Practice Test

(CST) Certified Sales Trainer Practice Test

CST CST Pipeline Management & Forecasting 2