Accelerating Sales Velocity

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This is an online assessment quiz to test your knowledge from the document Accelerate Sales Velocity. Each question will have a bank of answers in which to choose from and will give you an assessment of your results at the end. Be sure to have the article handy so that you may reference it if you'd like. Good Luck!!!

1

The following are symptoms of poor pipeline management EXCEPT
- Inaccessibility to the right information
- Low motivation among employees
- Low sales productivity
- Inaccurate sales forecasts
2

Oracle has documented _________ best practices for improving pipeline management and increasing sales velocity
- Five
- Ten
- Twenty
- Hundreds of
3

Standardizing on Oracles Siebel CRM On Demand application, organizations can ensure that:
- sales representatives will be consistent in language and types of data
- they are effective in tracking qualitative information
- opportunities in each stage of the pipeline create the pipeline perspective
- management can pinpoint where shortfalls are more prominent
4

Which of the following are challenges with capturing opportunity information in spreadsheets?
- They are unable to effectively track qualitative information
- The lack of a centralized data repository results in a time-consuming process
- Spreadsheets do not provide accurate forecasts to begin with
- A and B only
5

A triangulated approach provides a set of checks and balances that enables management to:
- Improve real-time decision making
- Analyze effective performance metrics
- Quickly identify potential problems
- Ensure product quality
6

How many sources do most organizations rely on from sales when building their forecast?
- Two
- Six
- Twenty-One
- One
7

How many sources should organizations rely on when building a forecast?
- Six
- Three
- Nine
- One
8

Companies should assess forecasts from three perspectives: sales, pipeline, and historical. Oracle refers to this approach as:
- Threes company forecasting
- Tri-tip forecasting
- Trifecta forecasting
- Triangulated forecasting
9

The most effective organizations use forecasts to improve real-time decision making. What is one of the greatest challenges facing organizations today?
- Managing the sales pipeline
- Organizing local events
- Implementing dress code standardization
- Outlining daily duties
10

The most effective organizations use _________ to improve real-time decision making.
- Data Sheets
- Farecasts
- Forecasts
- Sidecast

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Accelerating Sales Velocity

The following are symptoms of poor pipeline management EXCEPT

Oracle has documented _________ best practices for improving pipeline management and increasing sales velocity

Standardizing on Oracles Siebel CRM On Demand application, organizations can ensure that:

Which of the following are challenges with capturing opportunity information in spreadsheets?

A triangulated approach provides a set of checks and balances that enables management to:

How many sources do most organizations rely on from sales when building their forecast?

How many sources should organizations rely on when building a forecast?

Companies should assess forecasts from three perspectives: sales, pipeline, and historical. Oracle refers to this approach as:

The most effective organizations use forecasts to improve real-time decision making. What is one of the greatest challenges facing organizations today?

The most effective organizations use _________ to improve real-time decision making.

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