Digital Marketing Certification Course Exam Questions & Answers (DMCCEQA)

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HubSpot Sales Management Training: Strategies for Developing a Successful Modern Sales Team Certification Exam Answers 2020

Most sales manager are former salespeople who have been promoted. They know how to sell but often don't know how to lead a team. If you're a new sales manager, or thinking about becoming a manager, this certification course is for you! In it, you'll learn how to define your target market, create a scalable sales process, and build training, coaching, hiring, and onboarding programs to help your sales team grow better. Define your sales process and playbook, and communicate it effectively. Build sales training, coaching, and onboarding programs to help your sales team grow better. Develop a sales recruiting and hiring strategy that elevates your team.

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?

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?

During the Goal step of GROW coaching, what is your role as coach?

During the Options 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?

Fill in the blank: Every step of your sales process needs to be _____.

Fill in the blank: While buyer personas help you understand who your customer is, Jobs to Be Done helps you understand your customer’s _____.

Fill in the blanks: Each step of your sales process is a combination of _____ and _____.

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 _____.

How can a film review be used as part of a coaching strategy?

How can pipeline meetings be a coaching opportunity?

If a highly dedicated salesperson is unable to improve their low sales performance despite coaching efforts, what is your best course of action?

In a flywheel business, which of the following is the most important source of new prospects?

True or false? A good sales process has enough flexibility to allow salespeople to adapt to the needs of individual prospects.

True or False? Allowing salespeople to coach each other will distract from their primary responsibility of finding and closing new business.

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.

True or false? Combining multiple methodologies causes confusion and low performance.

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.

True or false? During coaching sessions, the salesperson needs to identify their own path forward.

True or false? Having reliable sales data is required to create an effective coaching program.

True or false? Job interviews are highly predictive of how successful a person will be after they’re hired.

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? The sales team needs to be using the same hiring process used by other departments.

True or false? When you coach a salesperson, you should spend more time listening than talking.

True or false? You can forecast as accurately with an informal sales process as you can with a formal sales process.

True or false? You need to continually evaluate how well your sales process is working.

True or false? You need to define your target persona before you define your sales process.

What are exit criteria?

What are the stages of the buyer’s journey?

What are the steps of the GROW coaching technique?

What format should your sales playbook be in?

What is the best way to provide content to your sales team?

What is the “source of truth” for every sale’s status?

What’s the best way to avoid making bad sales hires?

What’s the difference between training and coaching?

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?

What’s the sales manager’s role in the first phase of a sales training, when the team is learning something new?

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 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?

When building a recruiting strategy, which of the following is a good long-term tactic?

When choosing a sales methodology, what’s the most important thing to keep in mind?

When creating interview questions for sales hires, which of the following approaches is a best practice?

When hiring salespeople, what is the most important thing to look for?

When in the buyer’s journey should you try to connect with a buyer?

Which of the following groups is the easiest to sell to?

Which of the following has the biggest impact on potential leads?

Which of the following is a benefit of GROW coaching?

Which of the following is a benefit of using Jobs to Be Done?

Which of the following is a best practice for onboarding newly hired salespeople?

Which of the following is a problem with thinking of your business as a funnel?

Which of the following is an example of a formal job story?

Which of the following is an example of an ineffective coaching technique that should be avoided?

Which of the following is the BEST way to uncover the job that people hire your product to do?

Which of the following is the most important responsibility of a sales leader?

Which of the following is true of most sales organizations?

Which of the following should be included in your sales process?

Which of the following should be the primary focus of your sales onboarding program?

Which salesperson would most benefit from a coaching program?

Why is it common for companies to think of themselves in terms of a funnel?

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