Pipeline Management Deep Dive Quiz

13 Questions

Settings
Please wait...
Pipeline Management Deep Dive Quiz

.


Questions and Answers
  • 1. 
    Select the most accurate definition of pipeline management.
    • A. 

      Pipeline management is focused on the deals you're trying to win next year. If you don't game plan to win next year, your at risk of missing important 3 year targets.

    • B. 

      Pipeline management is focused on the deals you were trying to win last quarter. If you don't understand what opportunities you could have won, your at risk to have a lower commission check.

    • C. 

      Pipeline management is focused on the deals you're trying to win right now. If you don't execute on the opps you have in your pipeline right now, you're at risk to miss your number or leave money on the table.

    • D. 

      Pipeline Management is focused on accurately forecasting your sales numbers to the board of directors. If you don't forecast accurately, your pipeline will fall apart.

  • 2. 
    What are the problems associated with pipeline inflow? (Select All that Apply)
    • A. 

      I don't know if reps are following process

    • B. 

      I don’t have enough

    • C. 

      Is it any good

    • D. 

      I don't know if reps are working hard enough

    • E. 

      I don’t know how much I need

  • 3. 
    What are the correct solutions to the problems associated with pipeline inflow? (Select all that Apply)
    • A. 

      Monitor the inflow (awareness)

    • B. 

      Understand coverage needs

    • C. 

      Shift activity to stabilize inventory

    • D. 

      Analyze Sales Rep Activities

  • 4. 
    Which of the following would be the most effective question to ask a prospect specifically relating to pipeline inflow?
    • A. 

      Do you know how many reps are hitting quota?

    • B. 

      How many reps are you hiring per month?

    • C. 

      Do you know how much pipeline is required to hit your number?

    • D. 

      How has Salesforce been working for you?

  • 5. 
    True or False: Having more reliable results is an outcome of effective pipeline management?
    • A. 

      True

    • B. 

      False

  • 6. 
    What are the solutions associated with having effective visibility into your pipeline ? (Select All that Apply)
    • A. 

      Analyze your go to market strategy

    • B. 

      Identify patterns of successful sales engagements

    • C. 

      Manage to consistent execution

    • D. 

      Hold team accountable for slippage

  • 7. 
    Which of the following would be the most effective question to ask specifically relating to a prospect’s visibility problems?
    • A. 

      Do you know what contributes to changes in your pipeline?

    • B. 

      How accurate is your forecast?

    • C. 

      Are your reps hitting quota?

    • D. 

      How long have you been in business?

  • 8. 
    True or False: Getting visibility into your sales pipeline is difficult because sales reps are too detail oriented in their CRM.
    • A. 

      True

    • B. 

      False

  • 9. 
    What are the problems associated with pipeline execution? (Select All that Apply)
    • A. 

      Wasting time on time wasters

    • B. 

      Running the wrong plays

    • C. 

      Opportunities slipping through the cracks

    • D. 

      Managers don't care about rep success

    • E. 

      Reps are untrustworthy

  • 10. 
    True or False: If you improve your pipeline execution, you can win more deals.
    • A. 

      True

    • B. 

      False

  • 11. 
    Which of the following is an effective solution to the problems associated with pipeline execution?
    • A. 

      Identify where you are going off track

    • B. 

      Prioritizing upcoming doctors appointments

    • C. 

      Visualizing your current quota

    • D. 

      Deciding whether or not to come to work

  • 12. 
    Please Type in any feedback you have for this quiz.