Sales CRM Management 5 — Questions and Answers
Question 1: A sales rep shares a CRM dashboard link with a new team member who cannot view it. The most likely cause is:
- The dashboard is corrupted
- The new team member lacks the required CRM permissions (Correct answer)
- The CRM is down for maintenance
- The dashboard was deleted by the manager
Correct answer: The new team member lacks the required CRM permissions
CRM platforms use role-based access control, so new users often need permissions granted before accessing shared content.
Question 2: What does a high 'days to close' metric in a CRM typically indicate?
- A very low average deal size
- A lengthy or complex sales cycle (Correct answer)
- Poor lead quality from marketing
- Reps are closing deals too quickly
Correct answer: A lengthy or complex sales cycle
A high days-to-close figure signals that deals take a long time to progress from open to won, often due to complex buying processes or decision-making chains.
Question 3: When using a CRM for account-based sales, the primary unit of focus is:
- Individual leads
- Target companies (accounts) (Correct answer)
- Marketing campaigns
- Product catalogs
Correct answer: Target companies (accounts)
Account-based selling centers on strategically pursuing specific high-value companies rather than individual leads.
Question 4: A rep receives a notification that her deal's 'close date' is overdue in the CRM. She should:
- Ignore it since close dates are just estimates
- Update the close date and add a note explaining the delay (Correct answer)
- Delete the opportunity to clear the alert
- Immediately mark the deal as closed-lost
Correct answer: Update the close date and add a note explaining the delay
Updating overdue close dates with explanatory notes keeps the pipeline accurate and helps managers forecast correctly.
Question 5: Which CRM capability is most useful for a sales rep managing 150+ active opportunities?
- Custom font settings in contact profiles
- Automated activity reminders and task prioritization (Correct answer)
- Bulk-delete for old contacts
- Integration with accounting software
Correct answer: Automated activity reminders and task prioritization
Automated reminders and task prioritization help reps manage large pipelines without letting deals fall through the cracks.
Question 6: In a CRM, 'lead source' data is most valuable for:
- Determining a contact's job title
- Identifying which marketing channels generate the most revenue (Correct answer)
- Setting a deal's close probability
- Assigning territories to reps
Correct answer: Identifying which marketing channels generate the most revenue
Tracking lead source allows companies to attribute revenue to specific channels and optimize marketing spend accordingly.
Question 7: A company decides to implement a CRM custom field for 'decision-maker confirmed.' This field is intended to help the team:
- Track the financial value of each deal
- Ensure reps have identified the true buyer before advancing deals (Correct answer)
- Automate contract generation
- Score leads based on company size
Correct answer: Ensure reps have identified the true buyer before advancing deals
Confirming the decision-maker is a key qualification step; a custom field enforces this check before deals advance in the pipeline.
Sales CRM Management 5
A sales rep shares a CRM dashboard link with a new team member who cannot view it.
The most likely cause is: