Exam Name: HubSpot Sales Management Training Strategies for Developing a Successful Modern Team Certification
Exam URL: https://academy.hubspot.com/courses/sales-manager-training-program
Number of Questions: 63
- Fill in the blank: While buyer personas help you understand who your customer is, Jobs to Be Done helps you understand your customer’s _____.
- Which of the following is a benefit of using Jobs to Be Done?
- Which of the following is the BEST way to uncover the job that people hire your product to do?
- Which of the following is an example of a formal job story?
- Which of the following is a problem with thinking of your business as a funnel? (Duplicate Question 1)
- Which of the following is a problem with thinking of your business as a funnel? (Duplicate Question 2)
- In a flywheel business, which of the following is the most important source of new prospects?
- Why is it common for companies to think of themselves in terms of a funnel?
- What are the stages of the buyer’s journey?
- When in the buyer’s journey should you try to connect with a buyer?
- True or false? Having reliable sales data is required to create an effective coaching program.
- What are the steps of the GROW coaching technique?
- During the Goal step of GROW coaching, what is your role as coach?
- During the Reality step of GROW coaching, what is your role as coach?
- During the Way Forward step of GROW coaching, what is your role as coach?
- True or false? When you coach a salesperson, you should spend more time listening than talking.
- Which of the following is a benefit of GROW coaching?
- How can a film review be used as part of a coaching strategy?
- How can pipeline meetings be a coaching opportunity?
- True or false? A good sales process has enough flexibility to allow salespeople to adapt to the needs of individual prospects.
- What are exit criteria?
- What is the “source of truth” for every sale’s status?
- Fill in the blanks: Each step of your sales process is a combination of _____ and _____.
- True or false? You can forecast as accurately with an informal sales process as you can with a formal sales process.
- A colleague at another company has developed a sales process with four steps in it. They are concerned that the process is too short. What would you tell them?
- Which of the following groups is the easiest to sell to?
- Which of the following should be included in your sales process?
- True or false? Making the steps of your sales process buyer-centric can be as simple as changing their names a little bit.
- True or false? Combining multiple methodologies causes confusion and low performance.
- What is the best way to provide content to your sales team?
- What format should your sales playbook be in?
- True or false? You need to continually evaluate how well your sales process is working.
- What’s the sales manager’s role in the second phase of a sales training, when the training is reinforced?
- What’s the sales manager’s role in the third phase of a sales training, when the sales team converts knowledge into behavior?
- Which of the following is an example of an ineffective coaching technique that should be avoided?
- True or false? During coaching sessions, the salesperson needs to identify their own path forward.
- What’s the best way to avoid making bad sales hires?
- True or false? The sales team needs to be using the same hiring process used by other departments.
- When hiring salespeople, what is the most important thing to look for?
- When creating interview questions for sales hires, which of the following approaches is a best practice?
- Fill in the blanks: When building a recruiting strategy, building relationships with top sales talent at other companies is _____, while building relationships with high-performing business development reps at other companies is _____.
- Which of the following should be the primary focus of your sales onboarding program?
- Which of the following is a best practice for onboarding newly hired salespeople?
- Which salesperson would most benefit from a coaching program?
- If a highly dedicated salesperson is unable to improve their low sales performance despite coaching efforts, what is your best course of action?
- During the awareness stage of the buyer’s journey, what is the buyer becoming aware of?
- During the consideration stage of the buyer’s journey, what is the buyer considering?
- Which of the following is true of most sales organizations?
- During the Options step of GROW coaching, what is your role as coach?
- Which of the following is the most important responsibility of a sales leader?
- Fill in the blank: Every step of your sales process needs to be _____.
- Which of the following has the biggest impact on potential leads?
- When choosing a sales methodology, what’s the most important thing to keep in mind?
- What’s the sales manager’s role in the fourth phase of a sales training, when the team applies their new skills in the real world?
- What’s the sales manager’s role in the final phase of a sales training, where each team member continues to improve on the skill until they’ve fully mastered it?
- True or false? During a training, having participants role play with each other is an effective way to build skills, even if there isn’t an experienced person evaluating the role play.
- What’s the difference between training and coaching?
- True or false? Job interviews are highly predictive of how successful a person will be after they’re hired.
- When building a recruiting strategy, which of the following is a good long-term tactic?
- True or False? Allowing salespeople to coach each other will distract from their primary responsibility of finding and closing new business.
- True or false? You need to define your target persona before you define your sales process.
- What’s the sales manager’s role in the first phase of a sales training, when the team is learning something new?
- True or false? At the end of a good onboarding program, the newly hired salesperson will know everything they’ll need to know in their new role.
