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

A falling win rate with stable volume often signals that qualification rigor has slipped and poor-fit deals are consuming rep time.

Question 2

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

Accepted Answer

Economic Buyer and Decision Criteria identification

Answer

MEDDIC adds Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion — Economic Buyer identification is a key differentiator from BANT.

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

Reviewing deals against stage-exit criteria with clear next-step commitments transforms pipeline reviews from status updates into coaching opportunities.

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

Prospect-side action is the most reliable signal of forward momentum — deals where only the rep is active tend to stall.

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

Pipeline padding creates false forecast signals that cause leadership to misallocate resources and make poor hiring or investment decisions.

(CST) Certified Sales Trainer Practice Test

(CST) Certified Sales Trainer Practice Test

CST CST Pipeline Management & Forecasting 3