CST CST Pipeline Management & Forecasting

Question 1

Which pipeline metric BEST indicates the overall health of a sales rep's pipeline?

Accepted Answer

Weighted pipeline value adjusted by stage probability

Answer

Total number of open opportunities

Answer

Number of calls made per week

Answer

Average deal size only

Question 2

When training reps on pipeline hygiene, a CST trainer should emphasize that stale opportunities should be:

Accepted Answer

Regularly audited and either advanced, put on hold, or closed lost

Answer

Left open to maintain pipeline volume

Answer

Moved to 'Closed Won' at end of quarter to hit targets

Answer

Deleted without documentation

Question 3

A sales rep consistently overestimates their close probability on deals. As a CST trainer, the BEST intervention is to:

Accepted Answer

Coach the rep to use objective stage-exit criteria to validate probability

Answer

Accept the rep's self-assessment to maintain confidence

Answer

Reduce the rep's quota to match their actual close rate

Answer

Remove probability fields from the CRM

Question 4

Which pipeline management concept describes ensuring enough early-stage deals exist to hit future quota given average conversion rates?

Accepted Answer

Coverage ratio

Answer

Average contract value (ACV)

Answer

Sales velocity

Answer

Lead response time

Question 5

A CST trainer is educating a sales team on sales cycle length. Understanding average cycle length is MOST useful for:

Accepted Answer

Setting realistic close date expectations and forecasting future quarters

Answer

Setting social media posting schedules

Answer

Determining office hours

Answer

Benchmarking competitor pricing

Question 6

In a bottom-up sales forecast, data is primarily gathered from:

Accepted Answer

Each rep's individual deal-by-deal assessment rolled up to team and company level

Answer

Top-down corporate revenue targets divided by headcount

Answer

Historical averages applied uniformly across all territories

Answer

Marketing's demand generation projections