–What metrics are most important during the enable phase?– –ROI, profitability, and year-over-year growth– –Customer retention, rep productivity, and employee happiness– –Close rates, time to close, and customer satisfaction– –Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment–
–True or false? When you coach a salesperson, you should spend more time listening than talking.– –True– –False–
–If A Sales Team Tends To Have Hostile Negotiations With Their Prospects, Which Phase Of The Frictionless Selling Framework Will Be Most Helpful To Them?– –Align– –Transform– –Enable–
–If A Sales Team Is Suffering From Low Lead Quality, Which Phase Of The Frictionless Selling Framework Will Be Most Helpful To Them?– –Align– –Transform– –Enable–
–If A Sales Team Is Relying Too Much On Blind Outreach, Which Phase Of The Frictionless Selling Framework Will Be Most Helpful To Them?– –Align– –Transform– –Enable–
–If A Sales Team Is Having Trouble Keeping All Their Systems Synchronized, Which Phase Of The Frictionless Selling Framework Will Be Most Helpful To Them?– –Align– –Transform– –Enable–
–If A Sales Team Asks Their Prospects To Make Large Commitments Early On In The Sales Process, Which Phase Of The Frictionless Selling Framework Will Be Most Helpful To Them?– –Enable– –Transform– –Align–
–True or false? Having reliable sales data is required to create an effective coaching program.– –True– –False–
–Fill In The Blank: The Purpose Of The Align Phase Is To Align Your Team With ______.– –your company goals– –market trends– –industry best practices– –your target buyer–
–During The Consideration Stage Of The Buyer’s Journey, What Is The Buyer Considering?– –Different solution vendors– –Different categories of solutions– –Whether they want to make a change– –How much of a priority their current problem should be–
–How can pipeline meetings be a coaching opportunity?– –As you review each salesperson’s pipeline, you can teach them the best approach for each sale they’re pursuing.– –As your salespeople review each other’s pipeline, they can hold one another accountable and share best practices.– –As your salespeople each review their own pipeline, they can look for … Read more
–How can a film review be used as part of a coaching strategy?– –As your team comes together to discuss their favorite movies and other topics not related to work, they will build trust with one another and be more open to coaching.– –As you review recordings of how individual salespeople spend their working hours, … Read more
–Fill in the blank: The purpose of the transform phase is to transform ______.– –your team through a culture of learning– –your sales process to match your customers’ buying process– –your funnel into a flywheel– –your team through a large-scale reorganization–