HubSpot Sales Management Training Certification for Developing a Successful Modern Sales Team

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 Credit: https://hubspot.com/ All rights and credit go to HubSpot as they are the sole owner and original creator of the test.

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

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

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

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

What are the stages of the buyer’s journey?

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

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 problem with thinking of your business as a funnel? (Duplicate Question 1)

Which salesperson would most benefit from a coaching program?

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

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

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

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

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

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 third phase of a sales training, when the sales team converts knowledge into behavior?

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

What’s the sales manager’s role in the second phase of a sales training, when the training is reinforced?

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

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

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 _____.

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

What are exit criteria?

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

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

What format should your sales playbook be in?

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

How can pipeline meetings be a coaching opportunity?

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

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

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

Which of the following is a problem with thinking of your business as a funnel? (Duplicate Question 2)

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

Which of the following is true of most sales organizations?

True or false? Making the steps of your sales process buyer-centric can be as simple as changing their names a little bit.

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

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

During the consideration stage of the buyer’s journey, what is the buyer considering?

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

Which of the following is a benefit of GROW coaching?

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

During the awareness stage of the buyer’s journey, what is the buyer becoming aware of?

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

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

What are the steps of the GROW coaching technique?

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

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 Way Forward step of GROW coaching, what is your role as coach?

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

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

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

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

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

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