Sales Pipeline Management 2

Question 1

A deal has been sitting in the 'Proposal Sent' stage for 45 days with no response. What is the BEST first action?

Accepted Answer

Send a breakup email to create urgency

Answer

A breakup email signals you may disengage, which often prompts a response and reveals whether the deal is still alive.

Question 2

Which metric best indicates the overall health of a sales pipeline?

Accepted Answer

Weighted pipeline value

Answer

Weighted pipeline value multiplies deal value by probability, giving a realistic forecast of expected revenue.

Question 3

A rep has 80 deals in their pipeline. A manager reviewing this pipeline should be MOST concerned about:

Accepted Answer

Too many deals causing neglect of high-priority opportunities

Answer

An overloaded pipeline leads to neglected deals; research suggests 20-40 active opportunities is a healthy range for most reps.

Question 4

What does 'pipeline velocity' measure?

Accepted Answer

The rate at which revenue moves through the pipeline

Answer

Pipeline velocity = (# of deals × win rate × average deal size) ÷ sales cycle length, showing how fast revenue flows.

Question 5

When should a deal be officially marked as 'Closed Lost' in a CRM?

Accepted Answer

When the prospect explicitly states they are not moving forward

Answer

A deal should only be marked lost upon explicit confirmation from the prospect to maintain pipeline accuracy.

Sales Practice Test