Sales Onboarding — First 30 Days

Validate understanding of pipeline mechanics, CRM hygiene, qualification frameworks, and follow-up cadence.

Pré-visualização

1. In MEDDIC, what does the "I" stand for, and why is it critical to identify early? [single_choice]
   • · Intent — to understand the prospect's urgency to buy
   • · Identified pain — to confirm the core business problem exists
   • · Implicate — to surface hidden objections before proposal stage
   • · Implicit criteria — the unstated decision requirements the champion holds
   • ✓ Identify pain — quantifying the economic cost of the prospect's problem
2. A deal has been in "Proposal Sent" stage for 21 days with no response. What is the most appropriate next action? [single_choice]
   • · Mark the deal as Closed-Lost and move on
   • · Re-send the same proposal with a lower price
   • ✓ Call the champion to re-confirm internal status and unblock next step
   • · Escalate directly to the economic buyer, bypassing the champion
3. Which of the following are signs of strong CRM hygiene? (select all that apply) [multiple_choice]
   • ✓ Every open deal has a "Next Action" date set
   • ✓ Call notes are logged within 24 hours of each conversation
   • · Deal stage is updated only when a contract is signed
   • ✓ Contact records include the correct decision-maker title
   • ✓ Duplicate accounts are merged or removed quarterly
4. In a typical B2B sales cycle, a single follow-up email sent three days after the demo is generally sufficient to advance a deal. [true_false]
   • · True
   • ✓ False
5. How confident do you feel today about running a full MEDDIC qualification call on your own? [scale]
6. Describe the Ideal Customer Profile (ICP) for this company in your own words. Include firmographic and behavioral signals that indicate a strong fit. [open_text]