Sales CRM Management 5

Question 1

A sales rep shares a CRM dashboard link with a new team member who cannot view it. The most likely cause is:

Accepted Answer

The new team member lacks the required CRM permissions

Answer

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?

Accepted Answer

A lengthy or complex sales cycle

Answer

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:

Accepted Answer

Target companies (accounts)

Answer

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:

Accepted Answer

Update the close date and add a note explaining the delay

Answer

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?

Accepted Answer

Automated activity reminders and task prioritization

Answer

Automated reminders and task prioritization help reps manage large pipelines without letting deals fall through the cracks.

Sales Practice Test

Sales Practice Test

Sales CRM Management 5