–What’s the sales manager’s role in the third phase of a sales training, when the sales team converts knowledge into behavior?– –Applying the training to their own role as sales manager– –Planning the next sales training session as a follow-up to what was learned– –Providing salespeople with a safe place to practice their new skills– –Increasing team … Read more
–What’s the sales manager’s role in the second phase of a sales training, when the training is reinforced?– –Ensuring the salespeople who attended the training understood what was taught– –Establishing consequences for salespeople who didn’t attend the training– –Communicating the key outcomes of the training to the executive team and other departments inside the company– … Read more
–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?– –Ensuring what was covered in training is kept top of mind for the members of the sales team– –Assessing team members on how well they can apply what they’ve learned– –Coaching … Read more
–What is the role of personas in hiring salespeople?– –You should only hire people who know what buyer personas are.– –You should ask job candidates to create a persona of what they think your target customer looks like and then hire the candidate who creates the best persona.– –You should create personas for the kinds … Read more
–What does Jobs to Be Done help you identify?– –The duties your personas fulfill at the companies where they work.– –The types of people who buy your product.– –Why people buy your product.– –The types of people you should hire.–
–True or false? Your sales process should only include actions that are within your team’s control.– –True– –False–
–True or false? Your onboarding program should focus exclusively on the ways your salespeople will interact with customers.– –True– –False–
–True or false? You need to define your target persona before you define your sales process.– –True– –False–
–True or false? You can partner with other companies that solve the same job your product solves.– –True– –False–
–True or false? When you coach a salesperson, you should spend more time listening than talking.– –True– –False–
–True or false? Salespeople can coach each other.– –True– –False–
–True or false? It’s important to cover a variety of topics in each training.– –True– –False–
–True or false? It’s important to ask the exact same questions to every candidate in every interview.– –True– (B) False
–True or false? Having reliable sales data is required to create an effective coaching program.– –True– –False–
–True or false? During coaching sessions, the salesperson needs to identify their own path forward.– –True– –False–
–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– –False–
–True or false? A good sales process has enough flexibility to allow salespeople to adapt to the needs of individual prospects.– –True– –False–
–If you want to define your team’s sales process, which of the following would be the best place to start?– –Your company’s revenue goal– –The buyer’s journey– –Anecdotal information from your sales team– –Past sales data–
If you want to create a training program for your sales team, which of the following is the best place to start? –Assign a top performer to design the training.– –Hire a professional trainer– –Set up an online Learning Management System (LMS)– –Define your sales process.–
–If you want to create a recruiting and hiring strategy for your sales team, which of the following is the best place to start?– –Define your sales process.– –Write a detailed job description of the sort of person you want to hire.– –Start networking with potential candidates on LinkedIn.– –Standardize your compensation rates.–