Practice Test Geeks(IS) Inbound Sales Certification Practice Test
← All IS Flashcard Decks

Performance Measurement & KPIs Flashcards

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

Read the first 7 Performance Measurement & KPIs flashcards as text

  1. Which approach best describes how inbound sales teams should use KPI dashboards in weekly one-on-ones?

    Answer: Use a small set of leading and lagging indicators to diagnose performance and plan next steps

    Effective coaching uses a balanced mix of leading indicators (activities) and lagging indicators (results) to understand the 'why' behind performance and define actions.

  2. An inbound sales team's lead-to-opportunity conversion rate drops from 35% to 18% after a website redesign. What is the most likely explanation?

    Answer: The redesign may have changed how leads are qualified or routed before reaching sales

    Website or form changes can alter the type or quality of leads entering the funnel, directly impacting how many qualify as opportunities.

  3. What distinguishes a 'vanity metric' from an 'actionable metric' in inbound sales KPI tracking?

    Answer: Vanity metrics look impressive but don't drive decisions; actionable metrics directly inform behavior changes

    Vanity metrics like total website visitors feel good but don't reveal what to do differently; actionable metrics like lead-to-close rate guide specific decisions.

  4. A rep's 'average sales cycle length' is 45 days while the team average is 28 days. What is a logical coaching focus?

    Answer: Examine where time is being lost in the rep's deals — qualification, decision-maker access, or proposal follow-up

    A longer-than-average cycle points to specific stages where the rep loses momentum, and stage-level analysis guides targeted coaching.

  5. When setting KPI targets for an inbound sales team, which method produces the most credible benchmarks?

    Answer: Basing targets on historical performance data, industry benchmarks, and business growth goals

    Data-driven targets grounded in history, benchmarks, and strategic goals are achievable, motivating, and aligned to business outcomes.

  6. A sales manager wants to measure how well reps handle the 'connect-to-qualify' stage. Which pair of KPIs is most relevant?

    Answer: Connect rate and SQL (sales-qualified lead) conversion rate

    Connect rate shows how often reps reach prospects, and SQL conversion rate shows how effectively those conversations qualify leads.

  7. Which scenario best illustrates the correct use of KPIs to coach an underperforming inbound sales rep?

    Answer: Identify that the rep's demo-to-close rate is 10% versus 30% team average, then listen to demo recordings to diagnose the gap

    Effective KPI coaching narrows down the specific metric that underperforms, then investigates root cause through qualitative evidence like call recordings.