CST CST Pipeline Management & Forecasting 3

Question 1

When a sales team's win rate drops while pipeline volume stays constant, a CST trainer should FIRST investigate:

Accepted Answer

Deal qualification standards to determine if unqualified deals are entering the pipeline

Answer

Whether marketing is generating too many leads

Answer

Compensation plan changes

Answer

Office environment factors

Question 2

The MEDDIC qualification framework adds which important component not found in BANT?

Accepted Answer

Economic Buyer and Decision Criteria identification

Answer

Budget verification

Answer

Need assessment

Answer

Timeline confirmation

Question 3

A CST trainer is teaching deal review meetings. The MOST effective format for a pipeline review is:

Accepted Answer

Manager interrogates each deal against stage-exit criteria and next-step commitment

Answer

Rep reads every open deal from a list while manager listens

Answer

Review only deals that closed last quarter

Answer

Skip pipeline reviews and rely on CRM dashboards alone

Question 4

Which technique BEST helps a rep identify whether a deal is truly progressing or just 'sitting' in the pipeline?

Accepted Answer

Tracking whether the prospect has taken a defined next action since the last touch

Answer

Counting the number of emails sent to the prospect

Answer

Measuring the age of the opportunity in days

Answer

Reviewing proposal document opens only

Question 5

A CST trainer notices reps pad their pipelines with unlikely deals near quota attainment time. This behavior MOST undermines:

Accepted Answer

Forecast accuracy and resource planning decisions made by leadership

Answer

Product development roadmaps

Answer

Marketing campaign effectiveness

Answer

Customer onboarding timelines

Question 6

To train reps on pipeline management best practices, a CST trainer should primarily use which type of scenario?

Accepted Answer

Real or realistic pipeline reviews from the reps' own territory data

Answer

Abstract case studies from unrelated industries

Answer

Historical data from five years ago only

Answer

Competitor sales processes