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CRM Sales Pipeline and Automation Flashcards

6 cards from real CRM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 6 CRM Sales Pipeline and Automation flashcards as text

  1. What is 'territory management' in CRM sales administration?

    Answer: Organizing accounts and leads by geographic or firmographic criteria and assigning them to reps

    Territory management in CRM assigns accounts and leads to sales reps based on defined criteria — like zip code, industry, or company size — ensuring systematic coverage without overlap.

  2. What is a 'quote' or 'CPQ' (Configure, Price, Quote) feature in CRM?

    Answer: A tool that generates formal price proposals for prospects directly within the CRM

    CPQ in CRM allows sales reps to configure products, apply accurate pricing and discounts, and generate professional quotes directly within the CRM, accelerating the proposal process.

  3. What is 'pipeline inspection' in CRM sales management?

    Answer: A systematic review of open opportunities to assess deal quality, progress, and forecast reliability

    Pipeline inspection is the practice of regularly reviewing active opportunities — often in a weekly sales meeting — to assess deal health, identify risks, and maintain forecast accuracy.

  4. What is 'split attribution' or 'split credit' in CRM sales management?

    Answer: Dividing deal revenue credit among multiple reps who contributed to closing a sale

    Split attribution allows revenue credit for a closed deal to be divided among multiple contributing reps — such as an SDR who sourced the lead and an AE who closed it.

  5. What does 'pipeline hygiene' refer to in CRM best practices?

    Answer: Keeping pipeline data accurate by regularly updating, removing stale, and archiving dead deals

    Pipeline hygiene is the discipline of keeping opportunities accurate and current — removing dead deals, updating stale close dates, and ensuring stages reflect reality for trustworthy forecasting.

  6. What is 'multi-pipeline' functionality in CRM sales software?

    Answer: The ability to manage separate sales pipelines with different stages for different products or teams

    Multi-pipeline functionality allows organizations to run separate pipelines with distinct stages for different business units, products, or sales motions — like a separate pipeline for new business vs. renewals.