Sales Management

Sales Management

Sales Management

Questions:

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

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

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

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

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

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

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

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

9 . What are the stages of the buyer’s journey?

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

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

12 . What are the steps of the GROW coaching technique?

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

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

15 . During the Way Forward step of GROW coaching, what is your role as coach?

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

17 . Which of the following is a benefit of GROW coaching?

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

19 . How can pipeline meetings be a coaching opportunity?

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

21 . What are exit criteria?

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

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

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

25 . 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?

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

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

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

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

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

31 . What format should your sales playbook be in?

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

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

34 . What’s the sales manager’s role in the third phase of a sales training, when the sales team converts knowledge into behavior?

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

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

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

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

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

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

41 . 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 _____.

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

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

44 . Which salesperson would most benefit from a coaching program?

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

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

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

48 . Which of the following is true of most sales organizations?

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

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

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