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Which sales quota measurement focuses on the end result rather than the relationship with the customer?
A sales representative recently closed a deal and wants to measure how likely the customer would be to recommend the product. Which measurement should the sales rep use?
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Question 12 - Certified Sales Representative discussion

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A sales representative has a pipeline with a mix of opportunities at various stages.

The sales rep wants to improve stage velocity.

What should the sales rep do to improve stage velocity?

A.
Sort deals by size and focus on the largest ones first.
Answers
A.
Sort deals by size and focus on the largest ones first.
B.
Obtain guidance from a manager and create a follow-up cadence.
Answers
B.
Obtain guidance from a manager and create a follow-up cadence.
C.
Survey customers and engage them when the customer requests.
Answers
C.
Survey customers and engage them when the customer requests.
Suggested answer: B

Explanation:

Obtaining guidance from a manager and creating a follow-up cadence is what the sales rep should do to improve stage velocity. Stage velocity is the measure of how fast an opportunity moves from one stage to another in the sales process. Obtaining guidance from a manager helps to get feedback, advice, and support on how to advance the opportunity. Creating a follow-up cadence helps to maintain communication, engagement, and momentum with the customer.

Reference: https://www.salesforce.com/resources/articles/sales-pipeline/#sales-pipeline-metrics

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asked 23/09/2024
Barry Richards
30 questions
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