NA New Hire Pipeline Stages and Hygiene Review Survey

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* 2. How many stages does the Lenovo sales process have?

Six

Four

Eight

Five

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* 3. What is the first stage in the Lenovo sales process?

Propose

Develop

Qualify

Won

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* 4. What is the second stage of the Lenovo sales process?

Best Case

Execute

Lost

Develop

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* 5. Define the propose sales stage.

The propose stage is the third stage in the Lenovo sales process where the solution is configured and sent to the customer.

The propose stage is the second stage of the Lenovo sales process where the value proposition validation and produce refinement occur.

The propose stage is the first stage of the Lenovo sales process where the opportunity skeleton is developed.

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* 6. What is the approximate probability a deal in the propose stage will close?

80%

30%

25%

50%

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* 7. Name the Lenovo sales stages in order.

Develop, propose, qualify, closed won, execute

Qualify, develop, propose, execute, closed won/closed lost

Execute, qualify, propose, develop, closed lost

Qualify, propose, develop, execute, closed won/closed lost

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* 8. True/False: For each sales stage, there is a corresponding forecast stage.

True

False

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* 9. How do the sales stages and forecast stages typically progress in the pipeline?

Typically, the forecast stages are followed by the sales stages.

Typically, they progress separately.

Typically, you move through the sales stages followed by the forecast stages.

Typically, they move in tandem as the opportunity is progressed.

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* 10. Why are forecasting stages important? (Select all that apply.)

They determine how the business in tracking toward specific goals.

They help in securing the necessary build components through the supply chain.

They help determine your daily tasks.

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* 11. Can you independently change the forecast stage from the sales stage in Dynamics?

Yes. You can move the forecast stage to a later stage than the sales stage to indicate a greater probability of the deal to close.

No. The forecast stage and the sales stage must always move in tandem.

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* 12. In which of the following tools can you view the forecast stages? (Select all that apply.)

Dynamics

Qlik

Aviso

Sales Navigator

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* 13. What is the corresponding forecast stage to the qualify sales stage?

Identified

Pipeline

Best Case

Commit

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* 14. What is the corresponding forecast stage to the develop sales stage?

Commit

Pipeline

Won

Identified

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* 15. What is the corresponding sales stage to the best case forecast stage?

Develop

Qualifty

Propose

Won

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* 16. What is the corresponding sales stage to the forecast stage commit?

Execute

Qualify

Develop

Closed Lost

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* 17. What does the forecast stage omit mean?

The deal was lost (closed lost)

A PO has been prepared

The customer verbally commits

The customer requests a price adjustment

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* 18. What is an opportunity?

An opportunity where the customer has verbally committed.

Any potential business deal a customer may do with Lenovo.

Any potential business leads on LinkedIn or other social selling platform.

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* 19. An accurate opportunity includes which of the following? (Select all that apply.)

Correct part numbers

Correct quantities

A close date

Appropriate flags applied

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* 20. What is an overdue opportunity?

An opportunity where the entered date has passed.

An opportunity in the closed forecast stage.

An opportunity in the won forecast stage.

An opportunity where the customer has verbally committed.

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* 21. What action should you take if you have an overdue opportunity?

If it's valid, update the date. If it's not valid, delete the opportunity.

If it's valid, update the date. If it's no longer valid, mark it as omit/closed lost.

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* 22. Which describes the standard opportunity naming convention?

Opportunity creation date + expected close date + customer name + produce

Fiscal year + seller name + product category/program/initiative/customer project

Product category/program/initiative/customer project

Expected quarter close + customer name + product

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* 23. Describe the difference between closed won and closed lost.

Closed won means the client signed the contract and the PO was submitted. Closed lost means the client confirmed they will not sign the contract.

Closed won means the purchase order has arrived. Closed lost means an order date has not been set.

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* 24. What criteria is needed to move the sales stage from develop to propose?

An internally approved final quote in the opportunity.

Purchase order arrives.

Sellers accepts and commits to the opportunity.

Order date is set.

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* 25. What is meant by good pipeline hygiene?

All opportunities are accurate, up-to-date, and as on track as possible.

All opportunities are within your territory.

All opportunities are closed and won.

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* 26. Why does Lenovo have a standard naming convention?

To trigger movement from one stage to the next.

Because there's a character limit in Dynamics.

For consistency across the pipeline.

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* 27. What is best practice if a deal is close lost?

Omit the opportunity.

Include the reason why with notes in the next steps field of the opportunity for future reference.

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* 28. Define pipeline.

All opportunities, open or closed, in a given territory.

All open opportunities in a given territory.

All forecast and sales stages.

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* 29. What is Microsoft Dynamics?

Lenovo's main prospecting platform

Lenovo's main customer relationship management platform

Lenovo's employee intranet

Lenovo's professional development platform

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* 30. In Dynamics, where should notes, pending actions, and/or ownership for the next stage of the opportunity be located?

Next steps field

Product info

Confirmation comments

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* 31. How many quarters of your pipeline should be loaded?

Current quarter, plus three future quarters

Current quarter, plus two future quarters

Current quarter, plus one future quarter

Current quarter only

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* 32. Which of the following are types of opportunities? (Select all that apply.)

Runrate

Rollout

DaaS

CTO

NA New Hire Pipeline Stages and Hygiene Review

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* 1. Please enter your name below.

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* 2. How many stages does the Lenovo sales process have?

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* 3. What is the first stage in the Lenovo sales process?

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* 4. What is the second stage of the Lenovo sales process?

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* 5. Define the propose sales stage.

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* 6. What is the approximate probability a deal in the propose stage will close?

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* 7. Name the Lenovo sales stages in order.

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* 8. True/False: For each sales stage, there is a corresponding forecast stage.

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* 9. How do the sales stages and forecast stages typically progress in the pipeline?

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* 10. Why are forecasting stages important? (Select all that apply.)

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* 11. Can you independently change the forecast stage from the sales stage in Dynamics?

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* 12. In which of the following tools can you view the forecast stages? (Select all that apply.)

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* 13. What is the corresponding forecast stage to the qualify sales stage?

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* 14. What is the corresponding forecast stage to the develop sales stage?

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* 15. What is the corresponding sales stage to the best case forecast stage?

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* 16. What is the corresponding sales stage to the forecast stage commit?

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* 17. What does the forecast stage omit mean?

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* 18. What is an opportunity?

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* 19. An accurate opportunity includes which of the following? (Select all that apply.)

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* 20. What is an overdue opportunity?

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* 21. What action should you take if you have an overdue opportunity?

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* 22. Which describes the standard opportunity naming convention?

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* 23. Describe the difference between closed won and closed lost.

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* 24. What criteria is needed to move the sales stage from develop to propose?

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* 25. What is meant by good pipeline hygiene?

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* 26. Why does Lenovo have a standard naming convention?

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* 27. What is best practice if a deal is close lost?

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* 28. Define pipeline.

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* 29. What is Microsoft Dynamics?

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* 30. In Dynamics, where should notes, pending actions, and/or ownership for the next stage of the opportunity be located?

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* 31. How many quarters of your pipeline should be loaded?

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* 32. Which of the following are types of opportunities? (Select all that apply.)