Opportunity Management

What is a benefit of opportunity management? a. Sales managers get insights into the pipeline b. It doesn't require sales reps to use Salesforce c. It slows down opportunities to allow for more conversation d. It is a different process for each of your reps

a. Sales managers get insights into the pipeline

Why is it so important to prioritize incoming leads? a. So sales reps are spending time on those most likely to close b. So you can determine if marketing is effective c. So you can pursue the leads that are near your office d. So you can work only one lead at a time

a. So sales reps are spending time on those most likely to close

What parts of the sales process should you standardize to ensure forecasting success? a. The terminology you use for each stage. b. A script for the first call with prospects c. Which emails you send to which prospect d. Your hiring process

a. The terminology you use for each stage.

How can you make the qualification process faster for your reps? a. Require less information b. Build the process into Salesforce so they don't have to remember what to ask and can quickly store the information c. Have managers do the qualification d. Have marketing do qualification calls

b. Build the process into Salesforce so they don't have to remember what to ask and can quickly store the information

What should you consider when creating sales territories? a. What you did at your last company b. Your company's go-to-market goals c. The number of square miles in a territory d. Whichever is the fastest so reps can get to closing

b. Your company's go-to-market goals

How can you support opportunity management in Salesforce? a. Allow reps to pursue deals according to their gut feelings b. Don't ask reps to track anything until after the deal closes c. Give reps guidance throughout the sales cycle with Sales Path d. Salesforce Admins log all activities in Salesforce

c. Give reps guidance throughout the sales cycle with Sales Path

Where should you inspect your forecast? a. You inspect forecasts in spreadsheets b. Anywhere but spreadsheets c. In Salesforce, you can inspect them either with reports or with the forecasting tool d. You inspect your forecasts via an email list each sales rep sends you

c. In Salesforce, you can inspect them either with reports or with the forecasting tool

What is the difference between forecasting and pipeline? a. One is for sales, one is for marketing. b. There is no difference; they're the same thing. c. Pipeline measures all opportunities, and forecast is just those you think will close in a certain time frame. d. Forecast measures all opportunities, and pipeline is just those you think will close in a certain time frame.

c. Pipeline measures all opportunities, and forecast is just those you think will close in a certain time frame.

How can sales and marketing work together to generate leads? a. Marketing can tell sales how to sell b. Sales can tell marketing how to market c. Sales can empower marketing with information to find the best leads d. It isn't advisable because it only creates more work for everyone

c. Sales can empower marketing with information to find the best leads

How can sales help marketing score leads? a. Sales takes over lead scoring b. Sales scores half the leads and marketing the other half c. Sales uses institutional knowledge to help determine the point value of each scoring factor d. Marketing uses sales leaders' instincts instead of data

c. Sales uses institutional knowledge to help determine the point value of each scoring facto

Your forecasts hierarchy is a nested, expandable list of all forecast: a. Amounts from highest to lowest b. Amounts from most likely to least likely to close c. Users and sales territories and how their forecasts roll up within your company d. Users from your favorite to your least favorite

c. Users and sales territories and how their forecasts roll up within your company

Where in Setup can you enable forecast users? a. The All Users page b. The Forecasts Hierarchy page c. The Forecast Settings page d. A and B

d. A and B

What is a common way for marketing to find leads? a. Events b. Cold calling c. Content marketing d. A and C

d. A and C

What does SEO stand for? a. Sell every order b. Select even opportunities c. Search edit open d. Search engine optimization

d. Search engine optimization

What are two things you can influence to keep territories balanced? a. Skill level and quota b. Number of reps and experience level c. Territory and rep retention d. Territory and quota

d. Territory and quota

Your forecasts hierarchy can be based on: a. Your opportunity hierarchy b. Your role hierarchy c. Your territory hierarchy d. Your account hierarchy e. B and C

e. B and C