Sales Pipeline Management 3

Question 1

A rep focuses only on deals near the bottom of the funnel (close-ready). What long-term problem does this create?

Accepted Answer

The top of the pipeline dries up, causing a future revenue gap

Answer

Neglecting top-of-funnel prospecting creates a feast-or-famine cycle where revenue drops sharply after current deals close.

Question 2

What is the purpose of defining clear exit criteria for each pipeline stage?

Accepted Answer

To ensure deals only advance when buyer actions confirm readiness

Answer

Exit criteria anchor stage advancement to buyer behavior, not rep optimism, keeping the pipeline accurate.

Question 3

A prospect has gone dark after a positive discovery call. Which outreach sequence is MOST effective?

Accepted Answer

Alternate channels (phone, email, LinkedIn) over 2-3 weeks before disengaging

Answer

A multi-channel, multi-touch sequence maximizes the chance of reaching a prospect who may simply be busy or using a different channel.

Question 4

Which pipeline KPI would MOST directly help a rep improve their close rate?

Accepted Answer

Win/loss ratio by stage where deals are lost most often

Answer

Knowing at which stage deals are lost most often pinpoints exactly where to improve skills or process.

Question 5

What is a 'pipeline coverage ratio' and why does it matter?

Accepted Answer

The multiple of pipeline value vs. quota, indicating whether there is enough opportunity to hit targets

Answer

A 3x-4x coverage ratio is typically recommended so reps have enough pipeline to absorb normal attrition and still hit quota.

Sales Practice Test