Sales Pipeline Management 5

Question 1

Which approach BEST helps a sales team maintain consistent pipeline hygiene across all reps?

Accepted Answer

Conduct weekly pipeline reviews with standardized deal qualification questions

Answer

Structured weekly reviews using consistent qualification criteria enforce discipline and surface problems before they affect forecasts.

Question 2

A sales team's average sales cycle is 90 days. A rep has 10 deals all added within the last 2 weeks. What can the manager infer?

Accepted Answer

None of these deals are likely to close this quarter

Answer

With a 90-day cycle, deals just added are unlikely to close within the current quarter, signaling a potential gap in near-term revenue.

Question 3

What is the main benefit of segmenting a pipeline by deal source (inbound vs. outbound)?

Accepted Answer

It reveals which sources produce the fastest and highest-converting deals, guiding resource allocation

Answer

Source segmentation shows which lead channels yield better win rates and shorter cycles, helping optimize investment in prospecting.

Question 4

Which scenario represents a 'false positive' in pipeline reporting?

Accepted Answer

A deal marked as 80% probability that had no buyer engagement in two months

Answer

A false positive is an overstated probability with no supporting buyer activity, which inflates forecasts and misleads management.

Question 5

A rep is working a deal with a 6-month sales cycle. When is the BEST time to identify potential objections?

Accepted Answer

Early in discovery, so objections can be addressed before they stall the deal

Answer

Surfacing objections early gives the rep time to address concerns proactively, reducing the risk of late-stage deal collapse.

Sales Practice Test