Exam IIBA-CBDA All QuestionsBrowse all questions from this exam
Go to Exam
Question 4

A financial software company has growth and expansion as one of their top strategic priorities for the year. The senior executive team would like to assess their sales performance over the last 3 years to help set sales objectives. In discussion with the business analytics manager, for a comprehensive sales report, the sales lead recommends looking into the number of contracts signed over the past 3 years and the dollar value for the signed contracts.

Which other question is important to consider when evaluating sales performance?

    Correct Answer: C

    When evaluating sales performance, it is important to consider customer retention over the past 3 years. Customer retention provides insights into customer satisfaction and loyalty, which are critical for sustained revenue and growth. If customers are retained, it indicates recurring revenue and potential upselling opportunities, which contribute positively to sales performance. Other metrics, while useful, may not directly reflect the ongoing success and stability of the company's sales efforts.

Discussion
RabbitsfootOption: C

C - Understanding the retention rate can also help in setting realistic sales objectives and strategies for future growth. The other options, while valuable, focus on different aspects: Option A looks at the efficiency of the sales process. Option B considers the cost aspect of sales. Option D is about the product’s time to market, which is more related to product development rather than sales performance.