PMI-PBA Mock Exam Lite - 7

Question 1

You have recently joined a team that is developing a new information management system for your organization. You reviewed the entire product backlog and are satisfied with the alignment of all backlog items to the stated business needs. How can you extend your existing traceability matrix to ensure that the system design is compliant to the agreed requirements?

Answer 1

Forward traceability

Backward traceability is performed from the requirements to the scope features and business goals and objectives that triggered them. Forward traceability is performed from the requirements to design and test components and ultimately, the final product. [The PMI Guide to Business Analysis, page 253]

Question 2

Due to a recent pandemic, most of the businesses have now changed the way they do business. Your catering business has also been significantly impacted. In order to have a plan during this tough time, you need to better understand your new environment and conditions. Which of the following business analysis techniques should you use?

Answer 2

Market Analysis

Prototyping and document review are irrelevant to the problem at hand. Competitive analysis and market analysis are good candidates for the correct answer. However, market analysis is the best answer as it covers a broader area for analysis which includes competitive analysis. [The PMI Guide to Business Analysis, pages 60, 61]

Question 3

You are leading the upgrade of an assets management system in your organization. Although the endgame of the project is clear, the actual scope of the project is not clear. Due to the complexity of the project, the product team decides to use an adaptive life cycle for this project. On this project, which of the following visual tools can help you monitor the team’s work in progress?

Answer 3

Kanban

A Kanban board is used in adaptive approaches to track work that is in progress by the project team. [The PMI Guide to Business Analysis, page 233]

Question 4

Your company has recently won a bid to construct some underground tunnels for a new metro project in the city. The project site contains a network of interconnected geysers and hot springs. These network paths cannot be accurately mapped due to the complexity of the terrain and available technology. Which of the following is the best approach to be used on this project?

Answer 4

Use an incremental life cycle

Since the scope cannot be accurately defined upfront on the project, delivering the project in small increments is recommended. Predictive and Agile approaches will most likely not help in this situation. [PMBOK® Guide 6th edition, page 19]

Question 5

Confirm Elicitation Results is a critical elicitation process in business analysis. Several tools and techniques help us perform this process. Which of the following is NOT a tool or technique of this process?

Answer 5

Collaborative Games

Collaborative games are used during the Conduct Elicitation process and not during the Confirm Elicitation Results process. The rest of the choices are valid tools and techniques of the Confirm Elicitation Results process. [The PMI Guide to Business Analysis, pages 164, 170]

Question 6

You need to develop a model to illustrate all events in which a product or service could potentially be used. The model must show all interactions between all the system roles and the system to achieve a goal. Which of the following models should you develop?

Answer 6

Use Case Diagram

A use case diagram is a scope model that shows all the in-scope use cases for a solution. Creating use case diagrams involves identifying a list of both the users of the solution and the possible scenarios of how each user will use the solution. [The PMI Guide to Business Analysis, page 206]

Question 7

You are the lead business analyst on a process improvement project. You have identified your key project stakeholders and are currently analyzing their roles. A solid understanding of their current state roles is required for the definition of the future-state process. You conduct a detailed job analysis for each role. Which of the following business analysis documents will get impacted by the outcome of this analysis?

Answer 7

Stakeholder register

Job analysis is conducted during the Conduct Stakeholder Analysis process. Once this analysis is complete, the results are then documented in the stakeholder register. [The PMI Guide to Business Analysis, page 117, 122]

Question 8

You are leading an enterprise system migration project. The project is currently in the planning phase. You find out that as part of the project scope, data from the old system must be migrated to the new system. Given the volume and format of the existing data, this will be a massive undertaking on its own. This requirement is an example of:

Answer 8

Transition requirement

This is an example of a transition requirement. Transition requirements describe temporary capabilities, such as data conversion and training requirements; and operational changes needed to transition from the current state to the future state. [The PMI Guide to Business Analysis, page 10]

Question 9

You are conducting a post-implementation evaluation of a software product. You are done evaluating the functional characteristics of the product and now want to focus on the nonfunctional characteristics. How will you evaluate the nonfunctional characteristics of the product?

Answer 9

Comparing actual performance against the performance standards in the service-level-agreement.

Nonfunctional characteristics of a solution are evaluated with measurements. For example, performance standards in service-level-agreements can be measured for actual compliance. On the other hand, acceptance testing is used to evaluate the functional characteristics of a solution. [The PMI Guide to Business Analysis, page 278]

Question 10

On a growth-share matrix, one axis reflects the demand for a product, while the other reflects:

Answer 10

Market share of the organization

A Product portfolio matrix, also known as a growth-share matrix, is a market analysis quadrant diagram used by organizations to qualitatively analyze their products and product lines. One axis reflects market growth (or demand for a product) while the other reflects the market share of the organization. [The PMI Guide to Business Analysis, page 283]

Question 11

You are analyzing a complex engineering process. You have conducted a workshop to define the current-state process and now want to collect more detailed process information. One of the options you are considering is to go to the worksite and observe the engineering team perform the process. Which of the following is a disadvantage of this approach?

Answer 11

Process workers might perform the process differently when they are being observed.

Observation is an elicitation technique that provides a direct way of obtaining information about how a process is performed. Observation can help uncover information that stakeholders are not able or willing to provide. The main drawback of the technique is that people may act differently when they are being observed. The other choices are not generic disadvantages of this technique. [The PMI Guide to Business Analysis, page 168]

Question 12

Conformance to requirements and fitness for use are key concepts in quality management. Which of the following is another name for customer needs?

Answer 12

Voice of the Customer

In quality management, customer needs and requirements are also known as voice of the customer (VOC). [PMBOK® Guide 6th edition, Page 145]

Question 13

You have been hired as the PMO specialist at XYZ Engineering. The central PMO is responsible for conducting the current state analysis and provide input to the organization’s strategy development process. Once projects are initiated, it is the responsibility of the project team to further the business analysis work carried out by your department. During the Assess Current State process, the focus of a business analyst is primarily on:

Answer 13

Evaluating the current capabilities of the organization.

Evaluating the current capabilities of the organization is a significant focus during a current state assessment. Identifying the problems and opportunities are the focus of the Identify Problem or Opportunity process, while the business case is put together during the Assemble Business Case process. [The PMI Guide to Business Analysis, page 63]

Question 14

You are leading a complex organizational change project which has a direct impact on multiple organizational departments. You have identified many non-supportive stakeholders on the project. It is critical that you identify your project champions. How would you identify your project champions?

Answer 14

Analyzing your project stakeholders to find the ones who support the project the most.

Project champions are the stakeholders who assist the project team in building excitement and support for the project. In order to identify them, you need to find out the positive stakeholders who support the project the most. [Business Analysis for Practitioners: A Practice Guide, page 40; The PMI Guide to Business Analysis, page 115]

Question 15

You are halfway through the product development lifecycle when, due to a recently passed governmental regulation, the product owner has introduced some new user stories to the product backlog. Which of the following set of lenses should you apply to these newly created user stories to ensure that these are well-refined?

Answer 15

DEEP

DEEP stands for: Detailed, estimated, emergent, and prioritized. DEEP describes the characteristics that a product backlog needs to demonstrate to be considered well-refined. [The PMI Guide to Business Analysis, page 213]

Question 16

You are currently collecting and documenting requirements for a new organizational workflow that needs to be digitized. You quickly learn that the stakeholders are struggling with articulating their true requirements and one way to overcome this is to develop a model UI interface and solicit their feedback. Once the models are agreed upon, these can be used as inputs for the system development. This technique is known as:

Answer 16

Prototyping

Prototyping is a method of obtaining early feedback on requirements by providing a model of the expected solution before building it. [The PMI Guide to Business Analysis, page 61]

Question 17

You are leading the business analysis efforts on an information system development project. The technical architect on the team needs to understand the involved business data objects and the relationships between them in order to design the backend database for the system. Which of the following business analysis artifacts should you supply to her?

Answer 17

Entity relationship diagram

An entity relationship diagram is a business analysis model that shows the business data objects or pieces of information of interest and the relationships between those objects, including the cardinality of those relationships. None of the other choices are the tools that can supply this information at this level. [The PMI Guide to Business Analysis, page 396]

Question 18

A project team has recently initiated a procurements management system development project. The following diagram was included in the project’s business case. What does this diagram tell us?

Answer 18

Scope of the project

This is an example of a context diagram. A context diagram defines the boundary between the system and its environment. This diagram is a high-level view of a system. The context diagram is an example of a scope model. In this case, the context diagram is showing the scope of the project. [PMBOK® Guide, 6th edition, Page 146]

Question 19

A product team has recently launched a new human resource management system in the organization. Some of the benefits delivered by this system are intangible in nature. In this case, what would you need to perform post-implementation solution evaluation?

Answer 19

Define measurements that provide indirect evidence that the intangible benefits have been achieved.

Some of the benefits and value of the solution may seem to be intangible, and therefore, not possible to measure. For intangible benefits, it may be necessary to define measurements that provide indirect evidence that the benefits have been achieved. [The PMI Guide to Business Analysis, page 279]

Question 20

You are the business analyst on a data center migration project that is halfway through execution. The solution requirements are classified into two categories: “must-haves”, core requirements that need to be delivered as part of the project’s first release; and “Nice-to-have”, supporting requirements that need to be delivered as part of the project’s second and final release. The project team has recently delivered the first releasee and you are now conducting Solution Evaluation activities for the project. In your opinion, the value that will be obtained by delivering “nice-to-have” supporting requirements does not justify the additional effort needed to deliver the second project release. If you can substantiate this analysis you can demonstrate:

Answer 20

The point of diminishing returns

A point of diminishing returns is the point where additional value that could be obtained from a solution does not justify the additional effort needed to achieve that value. If you can substantiate your analysis, you can demonstrate that the “nice-to-have” supporting requirements should not be developed and the remaining funds need to be allocated to other higher-priority projects. [The PMI Guide to Business Analysis, page 279]

Question 21

A project team is currently struggling due to frequent interruptions by various delays and impediments. During the sprint retrospective, it was agreed to adopt some form of visual management that can help with work-in-process management and improve the flow. Which of the following tools should be used to facilitate this?

Answer 21

Kanban board

The team should consider making work visible using Kanban boards and experimenting with limits for the various areas of the work process in order to improve flow. [The PMI Guide to Business Analysis, page 233]

Question 22

A project team needs to estimate the size of each user story in a product backlog. The team has recommended that they use a card-based estimation technique, where they use numbered cards to estimate user stories. Which of the following techniques has been recommended by the team?

Answer 22

Estimation poker

Estimation poker is a collaborative relative estimation technique in which there is an agreed-upon scale used for the relative estimates. Each person participating in estimating poker is given a series of cards with the agreed-upon scale. [The PMI Guide to Business Analysis, page 133]

Question 23

You have recently deployed a business critical application that has crashed in the production environment. You have asked the development team to trace the root cause of this application failure. Which of the following can be used to help determine the cause(s) of the failure?

Answer 23

Ishikawa diagram

Cause-and-effect diagrams, also called Ishikawa diagrams, illustrate how various factors might be linked to potential problems or effects. [PMBOK® Guide 6th edition, Page 293]

Question 24

A project team has historically paid more attention to negative cost variances on project activities in comparison to positive cost variances. You are encouraging the team to consider both variances while conducting a variance analysis which is an important tool used during the Control Costs process. Which of the following statements regarding variances is correct?

Answer 24

The percentage range of acceptable variances will tend to decrease as more work is accomplished.

Variances assess the magnitude of variation from the original cost baseline. The percentage range of acceptable variances will tend to decrease as more work is accomplished and the project nears completion. [PMBOK® Guide 6th edition, Page 262]

Question 25

A product team in your organization has recently released a new software solution into the business. You have been assigned to evaluate the implemented solution. You want to know how the solution should be evaluated, which activities should be performed, and what techniques should be applied. What should you do next?

Answer 25

Review the solution evaluation process in the business analysis plan.

The level of detail you are looking for is usually planned and documented in the business analysis plan. You need to review the solution evaluation process in the business analysis plan. [Business Analysis for Practitioners: A Practice Guide, page 60; The PMI Guide to Business Analysis, page 286]

Question 26

You work for a power generation and distribution company. The organization is currently assessing its power generation assets upgrades. Which valuation technique should you use if you need to determine the rate of return of an investment in assets upgrade considering the time value of money?

Answer 26

IRR

The Internal Rate of Return (IRR) gives the projected annual yield of an investment (rate of return) considering the time value of money. On the other hand, the NPV (net present value) of an investment is the difference between the present value of cash inflows and the present value of cash outflows over a period of time considering the time value of money. Payback period (PBP) is the time needed to recover an investment. Return on Investment (ROI) is the percentage return on an initial investment. Both PBP and ROI do not consider time value of money. [The PMI Guide to Business Analysis, page 90]

Question 27

Your project team has decided to use Scrum for managing an upcoming project. Since not everyone on the team is aware of the Scrum method, you have organized a workshop where you and other team members will be presenting different aspects of Scrum. Which of the following are short, textual descriptions of required functionality often developed during a requirements gathering workshop?

Answer 27

User stories

User stories are short, textual descriptions of required functionality often developed during a requirements gathering workshop. The rest of the choices are graphical formats. [PMBOK® Guide 6th edition, Page 145]

Question 28

A certain project was in the Collect Requirements phase. The product’s eventual users could not define their requirements. In this scenario, which of the following tools could have helped determine the requirements?

Answer 28

Prototypes

Prototypes are working models of the expected product before actually building it. The tangible nature of prototypes allows users to experiment with a model of their final product early in the project life cycle and to generate clear feedback. Interviews, questionnaires and surveys were unlikely to help in this case since the users were struggling to define their requirements. [PMBOK® Guide 6th edition, Page 147]

Question 29

You have collected several user stories at the start of your project. However, these stories were not appropriately detailed. You plan on elaborating these stories further at a time closer to their development. You should use which of the following events for story elaboration?

Answer 29

Backlog refinement

User stories are progressively elaborated via backlog refinement sessions. [The PMI Guide to Business Analysis, page 216]

Question 30

An Agile team working on a data center migration project has accrued substantial technical debt. What should be done now?

Answer 30

Re-prioritize the backlog.

Technical debt refers to the deferred cost of work not done at an earlier point in the product life cycle. This is sunk cost and cannot be recovered. However, the team must ensure that the current product backlog is updated with current organizational priorities. [The PMI Guide to Business Analysis, pages 297, 414]

Question 31

Rob has been assigned to manage a complex project. Rob has recently acquired his PMP certification and is excited about applying his newly acquired knowledge to his project. During the project initiation, he produced the stakeholder register and impressed his project sponsor. Rob is now about to develop the stakeholder engagement plan for his project. This has made the project sponsor a bit uncomfortable because he thinks Rob is spending too much time doing paperwork instead of actually executing the project work. The project sponsor has asked Rob to explain the difference between the stakeholder register and the stakeholder engagement plan. How should Rob respond?

Answer 31

The stakeholder register only contains basic stakeholder assessment information, while the stakeholder engagement plan includes detailed stakeholder engagement strategy that ensures project success.

It must be noted that the project manager is responding to the project sponsor in order to defend a position. The sponsor is asking for the difference between the two documents. The best response should not only clarify the difference between the two, it should also make some business sense. All of the statements are technically correct, but having a stakeholder engagement strategy to ensure success makes more business sense. [PMBOK® Guide 6th edition, Page 522]

Question 32

Last year, the IT department of your organization rolled out a new accounting system replacing the old manual accounting system your organization has been using since its inception. The system has now been in service for a while but the stakeholders are still not happy with the product. The main theme of stakeholder dissatisfaction is that a wrong product was delivered and most of their requirements were not met. You are conducting an investigation into this and you found out that most of the stakeholders’ complaints are true. Which of the following processes was not performed correctly?

Answer 32

Validate Requirements

Verification is the process of reviewing the requirements and other product information for errors, conflicts, and adherence to quality standards. Verification also involves evaluating whether requirements and other product information complies with a regulation, specification, or imposed condition. On the other hand, Validate Requirements is the process of checking that the requirements meet business goals and objectives. The key benefit of this process is that it minimizes the risk of missing stakeholder expectations or delivering the wrong solution. [The PMI Guide to Business Analysis, pages 221, 225]

Question 33

You have recently joined an organization with a culture where line-managers and superiors are respected and not challenged. You are investigating a number of failed projects in the organization and found out that one common problem is that process workers do not have any authority in expressing their requirements. You attended one requirements validation workshop and saw that subordinates were agreeing with whatever the managers were telling the facilitator and never challenged their managers. Which of the following techniques should be used in such scenarios so that the managers are not able to influence the outcome of the requirements validation process?

Answer 33

Delphi

Delphi is a consensus-building method that consolidates anonymous input from subject matter experts (SMEs) using rounds of voting. This method reduces peer pressure or groupthink in the validation process and avoids having the team give in to a voice of authority with which they might disagree. [The PMI Guide to Business Analysis, page 228]

Question 34

You are calculating your project’s Net Present Value (NPV) using different discount rates. Following are the results of your calculations: At a 5% discount rate the NPV is $16,000; at a 10% discount rate the NPV is $ 0; and at a 15% discount rate the NPV is ($13,000). What is your project’s IRR?

Answer 34

0.1

The Internal Rate of Return (IRR) gives the projected annual yield of an investment (rate of return) considering the time value of money. The IRR value signifies the discount rate at which the net present value of all cash flows will equal zero. Since at 10% discount rate the NPV is zero, the project’s IRR is 10%. [The PMI Guide to Business Analysis, page 90]

Question 35

A product team has recently released a process automation solution for the business. The prime objective of the project was to automate some of the repetitive tasks in the process and increase workers’ skillset. You are now conducting a post-implementation solution evaluation of the product and struggling with measuring the increase in the workers’ skillsets. What would you do next?

Answer 35

Use the “reduction in the number of errors” as a proxy to measure.

Proxy performance data could include measurements that describe the effectiveness or quality of the product, such as the average duration of a task while using the product, response time for solutions involving software, or counts of errors made while performing a task. [The PMI Guide to Business Analysis, page 282]

Question 36

In a textile manufacturing project, a team divided the project work into 35 work packages and assigned a few work packages to the design department for review. After the review, the manager of the design department requested that the team further divide the work packages into more manageable work components for estimating and scheduling resources. Which of the following techniques should the team use to satisfy the manager’s request?

Answer 36

Decomposition

The manager requested the team to divide the work packages into more manageable components for estimating the resources. The Define Activities process is used to divide the work packages into more manageable activities for estimating, scheduling, and executing the project work. Decomposition is the technique used during this process to divide the work packages into activities. [PMBOK® Guide 6th edition, Page 185]

Question 37

You are the sponsor of an enterprise transformation program. You are currently participating in a major product requirements elicitation event that your lead business analyst is facilitating. You have observed that most of the stakeholders are confused with the objective of the event and the business analyst had to spend a considerable amount of time explaining the agenda. In your opinion, how could this situation have been avoided?

Answer 37

By consulting with the stakeholder in advance and sharing with them the agenda and expectations.

Since this is an elicitation event, the business analyst is in the right position to facilitate the event. The confusion of the stakeholders implies that they were surprised with the expectation from them. This could have been avoided if these stakeholders would have been consulted in advance, so they were more aware of the agenda, objectives, and the expectations. [The PMI Guide to Business Analysis, page 163]

Question 38

When defining the traceability process for any project, regardless of the project lifecycle, which of the following should be least of your worry?

Answer 38

The budget of the project

The budget of the project must be irrelevant to the design of the traceability process. The rest of the choices are all valid considerations for designing an effective traceability process. [The PMI Guide to Business Analysis, page 254]

Question 39

A business is considering more than a dozen infrastructure upgrade projects. These projects, once delivered, will add to the organization’s overall performance but will not contribute to any of the revenue streams. Prior to initiating any such project, the value of the project to the organization must be determined. Which of the following is the most important factor to consider in such a scenario?

Answer 39

Alignment with the strategic goals

Projects help in achieving organizational goals when they are aligned with the organization’s strategy. If the projects are misaligned with the organizational strategic goals, they are most likely to produce undesirable results either in the short-term or the long-term. NPV and IRR calculations are great measures, however, these are not applicable since these projects will not contribute to any of the revenue streams. Investment requirement is important but is useless on the projects that are not aligned with the strategic goals of the organization. [PMBOK® Guide 6th edition, Pages 34, 35]

Question 40

Which of the following is the process of thinking through how elicitation activities will be conducted, which stakeholders will be involved, which techniques may be used, and the order in which the elicitation activities are best performed?

Answer 40

Determine Elicitation Approach

Determine Elicitation Approach is the process of thinking through how elicitation activities will be conducted, which stakeholders will be involved, which techniques may be used, and the order in which the elicitation activities are best performed. [The PMI Guide to Business Analysis, page 156]

Question 41

You want to verify some nonfunctional requirements. In the absence of a standard pertaining to these nonfunctional requirements, which of the following criteria should you apply to verify these requirements?

Answer 41

Correct, complete, and consistent

A measure of quality, in the absence of standards or in addition to them, at a basic level, includes evaluating the information for the 3Cs: correct, complete, and consistent. [The PMI Guide to Business Analysis, page 222]

Question 42

You are leading the development of a human resource portal that will be accessible to all employees in your organization. You want to collect feedback from over 500 employees regarding the recently released timesheet management functionality. Which of the following techniques is ideal in this situation and would allow you to quickly obtain the feedback?

Answer 42

Questionnaires

Questionnaires and surveys are written sets of questions designed to quickly accumulate information from a large number of respondents. The rest of the techniques will demand a lot of time to gather feedback from 500 employees. [The PMI Guide to Business Analysis, page 114]

Question 43

Two of your expert team members have been in a heated argument over the use of a new software product for your research project. Recently, you noticed that the argument, instead of increasing creativity, is causing conflict between the team members. To prevent the conflict from escalating, you want to resolve it by open dialogue and evaluating alternatives. All the following statements about conflict are false except:

Answer 43

Conflict is inevitable in a project environment.

Conflict is inevitable in a project environment. The other statements are incorrect. [PMBOK® Guide 6th edition, Page 348]

Question 44

Your organization is a major ERP software vendor. Most of your clients use the out-of-the-box version of this product to digitize their core business processes. One of your clients requested major customization to the product and paid for the customizations. The product team has completed the upgrades. What should you do next to ensure that the newly added functionality does not impact the existing functionality of the product?

Answer 44

Conduct thorough regression testing.

You must conduct thorough acceptance testing with the client. However, prior to do that, you must ensure that the newly added functionality has not impacted the existing functionality of the product. As the next step, you need to conduct regression testing. [The PMI Guide to Business Analysis, page 408]

Question 45

Which of the following is one of the most prominent features of a project following agile approach for product development?

Answer 45

Deliver incremental value to the customer

In adaptive life cycles, the requirements are documented in user stories that are then prioritized and refined. The product features are developed using time-boxed periods of work. This approach is often used to deliver incremental value to the customer. [PMBOK® Guide 6th edition, Page 177]

Question 46

You are leading a product team that is developing a new human resource management application for your organization. The original product scope allowed for a fixed budget and timeframe. During the project, the stakeholders added many features that were not part of the original design. The uncontrolled expansion of a product scope without adjustments to time, cost, and resources is known as:

Answer 46

Scope creep

Although Agile approaches are change friendly, this does not mean that the changes do not need to be controlled. The uncontrolled expansion of a product or project scope without adjustments to time, cost, and resources is known as scope creep. [The PMI Guide to Business Analysis, page 411]

Question 47

You want to use a progressive elaboration planning technique to allow detailed planning of only the work that needs to be accomplished in the near term, while keeping the future work planned at a higher level. Which of the following techniques allows this approach?

Answer 47

Rolling Wave Planning

Rolling Wave Planning is an iterative planning technique in which the work to be accomplished in the near term is planned in detail, while the work in the future is planned at a higher level. [The PMI Guide to Business Analysis, page 134]

Question 48

You are reviewing the performance of a project team that is currently developing an information system for your firm. The project is currently in the planning phase. The business analysis plan is not complete, and the business analyst is of the view that this is a live document and cannot be completed until the elicitation work is underway. What is your opinion about this?

Answer 48

The business analyst is correct since business analysis planning is iterative.

The business analyst is correct: business analysis planning is iterative and much of the information will not be known or uncovered until the elicitation work is underway. [Business Analysis for Practitioners: A Practice Guide, page 53; The PMI Guide to Business Analysis, page 127]

Question 49

Recently some of your major project deliverables have been rejected by the customer. Although these deliverables were produced according to the specifications, they failed the load test during the acceptance testing. You and the team have now decided to do a cause-and-effect analysis of this situation. Cause-and-Effect diagrams are used to illustrate how various factors might link to potential problems or effects. They are also called:

Answer 49

Ishikawa diagrams

Cause and Effect diagrams are also called Ishikawa diagrams. [PMBOK® Guide 6th edition, Page 293]

Question 50

You have been hired as a business analyst into a manufacturing firm. The head of business development has asked you to review how the department manages its sales pipeline and recommend improvements. When you interviewed some senior stakeholders, you were surprised to find out that nobody has a clear idea regarding “who does what?” in the sales pipeline management and rather react to sales opportunities as they come. What should you do next to resolve this problem?

Answer 50

Call a workshop to define and agree on the process flow.

The problem at hand is that there is no agreed and documented sales pipeline management process. In order to resolve this problem, you need to call a stakeholder workshop to define and agree on the sales pipeline process flow. [The PMI Guide to Business Analysis, pages 70]