Sales Assessment 4 — Questions and Answers
Question 1: Which of the following is a lagging indicator of sales performance?
- Number of discovery calls scheduled
- Pipeline coverage ratio
- Closed-won revenue for the quarter (Correct answer)
- Emails sent per day
Correct answer: Closed-won revenue for the quarter
Closed-won revenue reflects results already achieved; it lags the activities that drove those outcomes.
Question 2: A prospect agrees to every point during negotiation without pushback. What risk does this signal?
- The deal will close quickly and profitably
- The prospect may lack authority to actually approve the purchase (Correct answer)
- The rep has priced too high
- The prospect is comparing you to a cheaper competitor
Correct answer: The prospect may lack authority to actually approve the purchase
Zero resistance often means the contact has no real decision-making power and is not the economic buyer.
Question 3: What does 'MEDDIC' stand for in enterprise sales qualification?
- Market, Engagement, Decision, Deal, Influence, Close
- Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion (Correct answer)
- Market fit, Evaluation, Deployment, Deployment, Integration, Commitment
- Motivation, Execution, Delivery, Deal size, Impact, Competitiveness
Correct answer: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion
MEDDIC is a qualification framework ensuring reps understand the financial case, buyer map, and internal champion.
Question 4: A territory manager wants to increase revenue without adding headcount. Which approach has the highest leverage?
- Increasing cold call volume
- Expanding wallet share in existing accounts through upsell and cross-sell (Correct answer)
- Hiring contract SDRs
- Running a discount promotion
Correct answer: Expanding wallet share in existing accounts through upsell and cross-sell
Existing customers have lower acquisition cost and higher trust, making upsell and cross-sell the most capital-efficient growth lever.
Question 5: Which element of a value proposition directly addresses competitive differentiation?
- Feature list
- Proof points and case studies
- Unique value statement explaining why you vs. alternatives (Correct answer)
- Pricing tiers
Correct answer: Unique value statement explaining why you vs. alternatives
The unique value statement explicitly articulates what you offer that competitors cannot, closing the differentiation gap.
Question 6: What is the primary purpose of a 'loss review' after a deal is lost?
- To blame the rep who lost the deal
- To identify systemic gaps in process, positioning, or product to prevent future losses (Correct answer)
- To negotiate a second chance with the prospect
- To update CRM data for compliance
Correct answer: To identify systemic gaps in process, positioning, or product to prevent future losses
A structured loss review uncovers root causes—qualification errors, messaging gaps, or competitive weaknesses—that can be corrected.
Question 7: A sales manager notices that a rep's average sales cycle is 90 days vs. the team average of 45 days. What should the manager investigate first?
- Whether the rep is targeting the right ICP and qualifying effectively (Correct answer)
- Whether the rep is using the approved slide deck
- The rep's call volume statistics
- Whether the rep needs more product training
Correct answer: Whether the rep is targeting the right ICP and qualifying effectively
Mis-qualification or wrong ICP targeting inflates cycle length by keeping unfit deals alive instead of disqualifying early.
Sales Assessment 4
Which of the following is a lagging indicator of sales performance?