Sales Process Design and Optimization Questions

Covers the end to end design, analysis, optimization, and scaling of sales workflows and go to market processes to improve conversion efficiency and revenue effectiveness. Candidates should be able to map current sales stages and stage criteria, diagnose pipeline and funnel issues, refine lead qualification and account segmentation, design lead routing and territory assignments, and define handoffs and service level agreements between marketing, sales development representatives, account executives, and customer success. Topics include defining activity level metrics and stage gating, improving pipeline hygiene and forecasting accuracy, aligning incentives and role responsibilities, creating playbooks and standard operating procedures, selecting and configuring customer relationship management systems and automation to reduce friction, and planning enablement and adoption. Assessment focuses on identifying bottlenecks, proposing measurable improvements, tracking impact through conversion rates, sales cycle length, average deal size, sales velocity, win rate, and quota attainment, and on change management strategies for scaling processes across larger teams.