Monitoring & Performance Tuning Flashcards
7 cards from real CSA practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Monitoring & Performance Tuning flashcards as text
A sales manager notices that a rep's close rate has dropped from 30% to 18% over two months. What is the FIRST step in addressing this performance issue?
Answer: Review the rep's call recordings and pipeline data to identify root cause
Diagnosing the root cause through data analysis and call review must precede any corrective action to ensure the right solution is applied.
Which metric measures the percentage of leads that become paying customers across the entire sales funnel?
Answer: End-to-end conversion rate
End-to-end conversion rate tracks the proportion of all leads that ultimately result in closed-won deals, reflecting total funnel efficiency.
A CRM dashboard shows that deals in the 'Proposal Sent' stage have an average age of 45 days, well above the 15-day benchmark. What does this most likely indicate?
Answer: The sales team is not following up adequately after proposals
Excessive stage age at the proposal phase typically signals insufficient follow-up activity, allowing deals to stall without progression.
Sales forecasting accuracy is best improved by which of the following practices?
Answer: Applying consistent stage-weighted probabilities based on historical close rates
Stage-weighted probability models grounded in historical data produce more reliable forecasts than subjective rep estimates or raw pipeline totals.
What is the purpose of a 'win/loss analysis' in sales performance monitoring?
Answer: To identify patterns in why deals are won or lost and improve future strategy
Win/loss analysis examines the reasons behind deal outcomes to surface strategic insights that can improve messaging, positioning, and process.
A territory shows high activity metrics (calls, emails, meetings) but low revenue. Which performance tuning action is MOST appropriate?
Answer: Audit lead quality and evaluate whether sales conversations are targeting the right prospects
High activity with low revenue suggests a qualification or targeting issue, meaning effort is being spent on the wrong prospects rather than a lack of effort.
Which of the following is the BEST indicator that a performance improvement plan (PIP) for a sales associate is working?
Answer: The rep shows measurable improvement in the specific KPIs targeted by the PIP
A PIP's effectiveness is proven only by measurable improvement in the specific performance gaps it was designed to address.