{"id":9008,"date":"2019-09-04T00:53:59","date_gmt":"2019-09-03T22:53:59","guid":{"rendered":"http:\/\/www.desamark.com\/?p=9008"},"modified":"2019-09-11T17:22:10","modified_gmt":"2019-09-11T15:22:10","slug":"hubspot-sales-management-training-certification-exam-answers","status":"publish","type":"post","link":"https:\/\/www.desamark.com\/en\/hubspot-sales-management-training-certification-exam-answers\/","title":{"rendered":"HubSpot Sales Management Training Certification Exam Answers"},"content":{"rendered":"<div class=\"b3cd6887acdafe2b327867b60ef6c5e5\" data-index=\"1\" style=\"float: none; margin:10px 0 10px 0; text-align:center;\">\n<script async src=\"\/\/pagead2.googlesyndication.com\/pagead\/js\/adsbygoogle.js\"><\/script>\r\n<style>.rectangle_adsense { width: 600px; height: 300px; }\r\n@media(max-width: 500px) { .rectangle_adsense { width: 300px; height: 600px; } }\r\n<\/style>\r\n<center><!-- banner-adaptable --><ins class=\"adsbygoogle rectangle_adsense\" data-ad-client=\"ca-pub-3365192051533074\" data-ad-slot=\"6285686843\"><\/ins><script>(adsbygoogle = window.adsbygoogle || []).push({});<\/script><\/center>\r\n<script>\r\n(adsbygoogle = window.adsbygoogle || []).push({});\r\n<\/script>\n<\/div>\n<p><a href=\"https:\/\/www.certificationanswers.com\/en\/category\/hubspot-sales-management-training-certification-exam-answers\/\">HubSpot Sales Management Training Certification Exam Answers<\/a><\/p>\n<p>&nbsp;<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"size-large aligncenter\" src=\"https:\/\/static-2.gumroad.com\/res\/gumroad\/8610577279900\/asset_previews\/b157409a59546031559ab77032ad0007\/retina\/Hubspot-sales-management-training-answers.jpg\" alt=\"HubSpot Sales Management Training Certification Exam Answers\" width=\"353\" height=\"225\" \/><\/p><div class=\"b3cd6887acdafe2b327867b60ef6c5e5\" data-index=\"3\" style=\"float: none; margin:10px 0 10px 0; text-align:center;\">\n<!-- link-adaptable -->\r\n<ins class=\"adsbygoogle\" style=\"display:block;height:129px;\" data-ad-client=\"ca-pub-3365192051533074\" data-ad-slot=\"9455629345\" data-ad-format=\"link\" data-full-width-responsive=\"true\"><\/ins>\r\n<script>(adsbygoogle = window.adsbygoogle || []).push({});<\/script>\n<\/div>\n\n<p>Most sales manager are former salespeople who have been promoted. They know how to sell but often don&#8217;t know how to lead a team. If you&#8217;re a new sales manager, or thinking about becoming a manager, this certification course is for you! In it, you&#8217;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.<\/p>\n<p>&nbsp;<\/p>\n<p>Sales Management Training: Strategies for Developing a Successful Modern Sales Team<\/p>\n<p>&nbsp;<\/p>\n<p>Last update:\u00a0<strong>September 2019<\/strong><\/p>\n<p>&nbsp;<\/p>\n<div style=\"text-align: center;\"><a class=\"button\" href=\"https:\/\/gumroad.com\/l\/HubSpot-Sales-Management-Training-Certification-Exam-Answers\">Get Certified in Sales Management Training Now!<\/a><\/div>\n<p>&nbsp;<\/p>\n<div class=\"et_pb_module et_pb_text et_pb_text_4 et_pb_bg_layout_light et_pb_text_align_left\">\n<div class=\"et_pb_text_inner\">\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<div class=\"et_pb_module et_pb_text et_pb_text_1 et_pb_bg_layout_light et_pb_text_align_left\">\n<div class=\"et_pb_text_inner\">\n<h2><a href=\"https:\/\/www.certificationanswers.com\/en\/fill-in-the-blank-while-buyer-personas-help-you-understand-who-your-customer-is-jobs-to-be-done-helps-you-understand-your-customers-_____\/\"><strong>Fill in the blank: While buyer personas help you understand who your customer is, Jobs to Be Done helps you understand your customer\u2019s _____.<\/strong><\/a><\/h2>\n<ul>\n<li>motivations<\/li>\n<li>role<\/li>\n<li>job description<\/li>\n<li>point of view<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<div class=\"et_pb_module et_pb_text et_pb_text_2 et_pb_bg_layout_light et_pb_text_align_left\">\n<div class=\"et_pb_text_inner\">\n<h2><\/h2>\n<h2><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-is-benefit-of-using-jobs-to-be-done\/\"><strong>Which of the following is a benefit of using Jobs to Be Done?<\/strong><\/a><\/h2>\n<ul>\n<li>It helps you identify the products you\u2019re indirectly competing with.<\/li>\n<li>It helps you identify strategic alliances with products in other industries.<\/li>\n<li>It helps you understand why your customers buy from you.<\/li>\n<li>All of the above.<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<div class=\"et_pb_module et_pb_cta_0 et_pb_promo et_pb_bg_layout_dark et_pb_text_align_center\">\n<div class=\"et_pb_button_wrapper\"><\/div>\n<\/div>\n<div class=\"et_pb_module et_pb_text et_pb_text_3 et_pb_bg_layout_light et_pb_text_align_left\">\n<div class=\"et_pb_text_inner\">\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/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 BEST way to uncover the job that people hire your product to do?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>By interviewing individual customers.<\/li>\n<li>By sending out a survey to some of your customers.<\/li>\n<li>By researching similar products online.<\/li>\n<li>By bringing your marketing and sales teams together to brainstorm possible jobs.<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<div class=\"et_pb_module et_pb_video et_pb_video_0\"><\/div>\n<div class=\"et_pb_module et_pb_text et_pb_text_4 et_pb_bg_layout_light et_pb_text_align_left\">\n<div class=\"et_pb_text_inner\">\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-is-an-example-of-a-formal-job-story\/\">Which of the following is an example of a formal job story?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>It was my anniversary, and I wanted to go someplace nice, so I made reservations at a local bed and breakfast. They offered a packaged deal with a local theater and a restaurant, and it was a good price, so I bought it.<\/li>\n<li>As a founder, when my company has grown beyond my ability to control it, I want to learn the strategies and design the playbooks that will help me guide the growth of my company, so that I can double the size of my company in the next three to five years.<\/li>\n<li>I wanted to understand my customers\u2019 job to be done, so I interviewed several of them, mapped out the timeline of everything that led them to buy my product, and looked for patterns.<\/li>\n<li>I have a long, boring drive to work, and I need something to help me stay engaged and prevent me from getting hungry before 10:00.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-is-a-problem-with-thinking-of-your-business-as-a-funnel\/\">Which of the following is a problem with thinking of your business as a funnel?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Movement through a funnel immediately stops when things stop flowing into the top of the funnel.<\/li>\n<li>The shape of a funnel doesn\u2019t match the actual shape of a conversion chart.<\/li>\n<li>There are many different kinds of funnels, each with its own shape.<\/li>\n<li>When you pour liquid into a funnel, some of the liquid will stick to the sides of the funnel instead of coming out the bottom.<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<div class=\"b3cd6887acdafe2b327867b60ef6c5e5\" data-index=\"2\" style=\"float: none; margin:10px 0 10px 0; text-align:center;\">\n<script async src=\"\/\/pagead2.googlesyndication.com\/pagead\/js\/adsbygoogle.js\"><\/script>\r\n<!-- link-adaptable -->\r\n<ins class=\"adsbygoogle\" style=\"display:block;\" data-ad-client=\"ca-pub-3365192051533074\" data-ad-slot=\"9455629345\" data-ad-format=\"link\" data-full-width-responsive=\"true\"><\/ins>\r\n<script>(adsbygoogle = window.adsbygoogle || []).push({});<\/script>\n<\/div>\n<p>or<\/p><div class=\"b3cd6887acdafe2b327867b60ef6c5e5\" data-index=\"4\" style=\"float: none; margin:10px 0 10px 0; text-align:center;\">\n<style>.square_adsense { width: 336px; height: 280px; }\r\n@media(max-width: 500px) { .square_adsense { width: 300px; height: 250px; } }\r\n<\/style>\r\n<center><!-- banner-adaptable --><ins class=\"adsbygoogle square_adsense\" data-ad-client=\"ca-pub-3365192051533074\" data-ad-slot=\"6285686843\"><\/ins><script>(adsbygoogle = window.adsbygoogle || []).push({});<\/script><\/center>\n<\/div>\n\n<ul>\n<li>There is a larger volume of liquid in the top of the funnel than in the bottom of the funnel.<\/li>\n<li>After something exits the bottom of a funnel, it no longer has any impact on the things entering the top of the funnel.<\/li>\n<li>The funnel is an outdated piece of technology that has been replaced in modern times by more elegant solutions.<\/li>\n<li>A funnel can\u2019t balance upright without external support.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<div class=\"et_pb_module et_pb_text et_pb_text_4 et_pb_bg_layout_light et_pb_text_align_left\">\n<div class=\"et_pb_text_inner\">\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/in-a-flywheel-business-which-of-the-following-is-the-most-important-source-of-new-prospects\/\">In a flywheel business, which of the following is the most important source of new prospects?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Marketing<\/li>\n<li>Sales<\/li>\n<li>Advertisements<\/li>\n<li>Word-of-mouth<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/why-is-it-common-for-companies-to-think-of-themselves-in-terms-of-a-funnel\/\">Why is it common for companies to think of themselves in terms of a funnel?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Because flywheels were only recently invented, but funnels have been around for much longer.<\/li>\n<li>Because funnels are powered by gravity, just as businesses are anchored by revenue.<\/li>\n<li>Because companies that don\u2019t use the inbound methodology are inherently funnel-shaped.<\/li>\n<li>Because many business charts show conversion rates, and those charts are often shaped like a funnel.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/what-are-the-stages-of-the-buyers-journey\/\">What are the stages of the buyer\u2019s journey?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Identify, connect, explore, advise<\/li>\n<li>Awareness, consideration, decision<\/li>\n<li>Enable, align, transform<\/li>\n<li>Attract, engage, delight<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/when-in-the-buyers-journey-should-you-try-to-connect-with-a-buyer\/\">When in the buyer\u2019s journey should you try to connect with a buyer?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>During the decision stage, when they are deciding on a specific product or service<\/li>\n<li>Before they even begin their buyer\u2019s journey so that you can lead them through it<\/li>\n<li>Before the decision stage, when they are still defining their path forward<\/li>\n<li>After the buyer\u2019s journey is over and they have decided to buy from you<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-having-reliable-sales-data-is-required-to-create-an-effective-coaching-program\/\">True or false? Having reliable sales data is required to create an effective coaching program.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/what-are-the-steps-of-the-grow-coaching-technique\/\">What are the steps of the GROW coaching technique?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Goal, Reality, Options, Way forward<\/li>\n<li>Growth, Resilience, Optimism, Wealth<\/li>\n<li>Gradual improvement, Realistic goals, Ongoing support, Willing compliance<\/li>\n<li>Grade, Redirect, Optimize, Watch<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/during-the-goal-step-of-grow-coaching-what-is-your-role-as-coach\/\">During the Goal step of GROW coaching, what is your role as coach?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Set a goal for your salesperson to achieve.<\/li>\n<li>Ensure the salesperson\u2019s personal goals are aligned with team goals.<\/li>\n<li>Ask the salesperson what goal they would like to set.<\/li>\n<li>Work with the salesperson to set a goal for your coaching sessions.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/during-the-reality-step-of-grow-coaching-what-is-your-role-as-coach\/\">During the Reality step of GROW coaching, what is your role as coach?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Help the salesperson judge how realistic the goal is.<\/li>\n<li>Explain to the salesperson the reality of what they need to achieve.<\/li>\n<li>Help the salesperson create a realistic plan for achieving the goal.<\/li>\n<li>Help the salesperson evaluate the reality of where they are right now.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/during-the-way-forward-step-of-grow-coaching-what-is-your-role-as-coach\/\">During the Way Forward step of GROW coaching, what is your role as coach?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Help the rep decide how they will achieve their goal and how you can support them.<\/li>\n<li>Determine for the rep the best way for them to achieve the goal.<\/li>\n<li>Explain to the rep what they\u2019ll need to do after accomplishing the goal.<\/li>\n<li>Ask the rep how you can improve your coaching efforts in the future.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-when-you-coach-a-salesperson-you-should-spend-more-time-listening-than-talking\/\">True or false? When you coach a salesperson, you should spend more time listening than talking.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-is-a-benefit-of-grow-coaching\/\">Which of the following is a benefit of GROW coaching?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>It places the responsibility for improvement on the person being coached.<\/li>\n<li>It can be implemented without any direct involvement from sales management.<\/li>\n<li>It gives the management team more control over individual salespeople.<\/li>\n<li>It simplifies the way salespeople report their progress.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/how-can-a-film-review-be-used-as-part-of-a-coaching-strategy\/\">How can a film review be used as part of a coaching strategy?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>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.<\/li>\n<li>As you review recordings of how individual salespeople spend their working hours, you\u2019ll be able to give them specific recommendations on how they can improve.<\/li>\n<li>As your team reviews a specific call or meeting one of your salespeople ran, other team members can give advice on how that salesperson can improve in the future.<\/li>\n<li>As your salespeople meet with their leads, they can click the filmstrip icon inside HubSpot CRM to indicate the meetings they need help with. Their manager can see a list of these meetings and coach the salesperson through each one.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/how-can-pipeline-meetings-be-a-coaching-opportunity\/\">How can pipeline meetings be a coaching opportunity?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>As you review each salesperson\u2019s pipeline, you can teach them the best approach for each sale they\u2019re pursuing.<\/li>\n<li>As your salespeople review each other\u2019s pipeline, they can hold one another accountable and share best practices.<\/li>\n<li>As your salespeople each review their own pipeline, they can look for places where they need coaching.<\/li>\n<li>As your executive team reviews the sales organization\u2019s pipeline, they can identify the salespeople who are struggling and assign leaders to coach them.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-a-good-sales-process-has-enough-flexibility-to-allow-salespeople-to-adapt-to-the-needs-of-individual-prospects\/\">True or false? A good sales process has enough flexibility to allow salespeople to adapt to the needs of individual prospects.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><a href=\"https:\/\/www.certificationanswers.com\/en\/what-are-exit-criteria\/\"><strong>What are exit criteria?<\/strong><\/a><\/h2>\n<ul>\n<li>The things a salesperson needs to achieve before being promoted to manager<\/li>\n<li>The actions that have to be taken before a sales can move out of a particular stage of your sales process<\/li>\n<li>The circumstances that justify removing a salesperson from the sales team, either by firing them or by moving them to another department<\/li>\n<li>The qualifications for a prospect to become a customer<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/what-is-the-source-of-truth-for-every-sales-status\/\">What is the \u201csource of truth\u201d for every sale\u2019s status?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Your pipeline meetings<\/li>\n<li>Your business intelligence dashboard<\/li>\n<li>Your CRM<\/li>\n<li>The assigned salesperson<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/fill-in-the-blanks-each-step-of-your-sales-process-is-a-combination-of-_____-and-_____\/\">Fill in the blanks: Each step of your sales process is a combination of _____ and _____.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>A buyer action, a monetary outcome<\/li>\n<li>Internal actions, external actions<\/li>\n<li>External actions, internal documentation<\/li>\n<li>A rep-focused action, a buyer-focused outcome<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/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 can forecast as accurately with an informal sales process as you can with a formal sales process.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/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\/\">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?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>\u201cIf the process is robust enough to support the needs of your sales team, it doesn\u2019t matter how long or short it is.\u201d<\/li>\n<li>\u201cShorter processes are easier for salespeople to remember and execute, so having such a short process is ideal.\u201d<\/li>\n<li>\u201cDon\u2019t forget to include steps for places where a sale runs into trouble. Have you considered adding steps for following up, rescheduling meetings, and finding a new point of contact?\u201d<\/li>\n<li>\u201cFour steps might actually be too long. The ideal sales process has three steps: prospect, demo, close.\u201d<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-groups-is-the-easiest-to-sell-to\/\">Which of the following groups is the easiest to sell to?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Unhappy customers<\/li>\n<li>New prospects<\/li>\n<li>Past prospects<\/li>\n<li>Happy customers<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-should-be-included-in-your-sales-process\/\">Which of the following should be included in your sales process?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>The actions taken by your marketing team before your salespeople get involved<\/li>\n<li>Steps to ensure closed customers received the value your team promised them<\/li>\n<li>Contingency plans for what your team should do when a prospect doesn\u2019t progress as quickly as expected<\/li>\n<li>Word-for-word scripts for your salespeople to follow in every meeting<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/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? Making the steps of your sales process buyer-centric can be as simple as changing their names a little bit.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-combining-multiple-methodologies-causes-confusion-and-low-performance\/\">True or false? Combining multiple methodologies causes confusion and low performance.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/what-is-the-best-way-to-provide-content-to-your-sales-team\/\">What is the best way to provide content to your sales team?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Provide them with a framework that helps them match specific pieces of content to the specific needs of their prospects.<\/li>\n<li>Provide them with as much content as possible to ensure that they have a relevant piece of content for every conversation they might have.<\/li>\n<li>Empower them to create custom content for each prospect they work with.<\/li>\n<li>Provide them with content templates so they can easily create personalized content in the moment they need it.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/what-format-should-your-sales-playbook-be-in\/\">What format should your sales playbook be in?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>A physically printed format<\/li>\n<li>An interactive digital format<\/li>\n<li>Video<\/li>\n<li>In-person training<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-you-need-to-continually-evaluate-how-well-your-sales-process-is-working\/\">True or false? You need to continually evaluate how well your sales process is working.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/whats-the-sales-managers-role-in-the-second-phase-of-a-sales-training-when-the-training-is-reinforced\/\">What\u2019s the sales manager\u2019s role in the second phase of a sales training, when the training is reinforced?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Ensuring the salespeople who attended the training understood what was taught<\/li>\n<li>Establishing consequences for salespeople who didn\u2019t attend the training<\/li>\n<li>Communicating the key outcomes of the training to the executive team and other departments inside the company<\/li>\n<li>Setting team goals based on what was covered in the training<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/whats-the-sales-managers-role-in-the-third-phase-of-a-sales-training-when-the-sales-team-converts-knowledge-into-behavior\/\">What\u2019s the sales manager\u2019s role in the third phase of a sales training, when the sales team converts knowledge into behavior?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Applying the training to their own role as sales manager<\/li>\n<li>Planning the next sales training session as a follow-up to what was learned<\/li>\n<li>Providing salespeople with a safe place to practice their new skills<\/li>\n<li>Increasing team members\u2019 quotas to encourage them to apply their new skills<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-is-an-example-of-an-ineffective-coaching-technique-that-should-be-avoided\/\">Which of the following is an example of an ineffective coaching technique that should be avoided?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>The sales team has a film review to listen to a sales call a team member ran, and the manager assigns another team member to give critical feedback.<\/li>\n<li>During a pipeline review, the sales manager allows the salespeople to ask each other inspection questions instead of the sales manager asking the questions.<\/li>\n<li>A salesperson is struggling to write a follow-up email, so the sales manager steps in and writes it for them.<\/li>\n<li>During a one-on-one meeting, the sales manager asks the salesperson to choose what skill they want to work on.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-during-coaching-sessions-the-salesperson-needs-to-identify-their-own-path-forward\/\">True or false? During coaching sessions, the salesperson needs to identify their own path forward.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/whats-the-best-way-to-avoid-making-bad-sales-hires\/\">What\u2019s the best way to avoid making bad sales hires?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Limit the number of places you publish job postings.<\/li>\n<li>Focus on hiring people referred by team members.<\/li>\n<li>Hire experienced salespeople.<\/li>\n<li>Develop a robust hiring process.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-the-sales-team-needs-to-be-using-the-same-hiring-process-used-by-other-departments\/\">True or false? The sales team needs to be using the same hiring process used by other departments.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/when-hiring-salespeople-what-is-the-most-important-thing-to-look-for\/\">When hiring salespeople, what is the most important thing to look for?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Innate sales skills<\/li>\n<li>Selling experience<\/li>\n<li>Proven rapport with your target persona or industry<\/li>\n<li>The ability to execute your sales process<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/when-creating-interview-questions-for-sales-hires-which-of-the-following-approaches-is-a-best-practice\/\">When creating interview questions for sales hires, which of the following approaches is a best practice?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Use the same questions for all candidates for all sales roles.<\/li>\n<li>Create a different set of questions for each sales role, but use the same questions for all candidates for a particular role.<\/li>\n<li>Create a different set of questions for each candidate, tailoring the questions to their experience and the role they\u2019re applying for.<\/li>\n<li>It doesn\u2019t matter what questions you ask in a given interview as long as you use the same grading rubric for each candidate.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/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-developmen\/\">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 _____.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>a short-term strategy, a long-term strategy<\/li>\n<li>a long-term strategy, a short-term strategy<\/li>\n<li>an ideal strategy, usually a mistake<\/li>\n<li>a good primary tactic, a good secondary tactic<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-should-be-the-primary-focus-of-your-sales-onboarding-program\/\">Which of the following should be the primary focus of your sales onboarding program?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Your company\u2019s goals and initiative<\/li>\n<li>The products or services you sell<\/li>\n<li>Your team\u2019s culture and values<\/li>\n<li>Your sales process and playbook<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-is-a-best-practice-for-onboarding-newly-hired-salespeople\/\">Which of the following is a best practice for onboarding newly hired salespeople?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Cover everything they might ever need to know and then provide review sessions later on to reinforce what they learned.<\/li>\n<li>Have them start selling immediately and then coach them on the mistakes they make.<\/li>\n<li>Cover the things they need to get started and train them on the rest later on when they need it.<\/li>\n<li>Get input from every department at your company to ensure your onboarding program is truly comprehensive.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-salesperson-would-most-benefit-from-a-coaching-program\/\">Which salesperson would most benefit from a coaching program?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>An underperforming salesperson who is dedicated to improving<\/li>\n<li>A top performer who wants to get even better<\/li>\n<li>A top performer who doesn\u2019t like following the sales process<\/li>\n<li>An underperforming salesperson who doesn\u2019t engage in group trainings<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><a href=\"https:\/\/www.certificationanswers.com\/en\/if-a-highly-dedicated-salesperson-is-unable-to-improve-their-low-sales-performance-despite-coaching-efforts-what-is-your-best-course-of-action\/\"><strong>If a highly dedicated salesperson is unable to improve their low sales performance despite coaching efforts, what is your best course of action?<\/strong><\/a><\/h2>\n<ul>\n<li>Fire them.<\/li>\n<li>Help them find a different role within your company.<\/li>\n<li>Continue coaching them.<\/li>\n<li>Leave them on the team but focus your coaching efforts elsewhere.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/during-the-awareness-stage-of-the-buyers-journey-what-is-the-buyer-becoming-aware-of\/\">During the awareness stage of the buyer\u2019s journey, what is the buyer becoming aware of?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Your product or service<\/li>\n<li>A problem they have<\/li>\n<li>The principles of an inbound strategy<\/li>\n<li>Changes in the market<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/during-the-consideration-stage-of-the-buyers-journey-what-is-the-buyer-considering\/\">During the consideration stage of the buyer\u2019s journey, what is the buyer considering?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Different categories of solutions<\/li>\n<li>Different solution vendors<\/li>\n<li>Whether they want to make a change<\/li>\n<li>How much of a priority their current problem should be<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-is-true-of-most-sales-organizations\/\"><strong>Which of the following is true of most sales organizations?<\/strong><\/a><\/h2>\n<ul>\n<li>They would be better off not implementing a coaching program than implementing an ineffective program.<\/li>\n<li>Their salespeople\u2019s performance is unlikely to be improved by coaching.<\/li>\n<li>They spend too much time coaching their salespeople.<\/li>\n<li>They don\u2019t coach their salespeople as much as they should.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/during-the-options-step-of-grow-coaching-what-is-your-role-as-coach\/\">During the Options step of GROW coaching, what is your role as coach?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Provide the salesperson with a list of options for achieving their goal.<\/li>\n<li>Help the salesperson explore their options for getting from where they currently are to where they want to be.<\/li>\n<li>Explore what options the salesperson has if they fail to achieve their goal.<\/li>\n<li>Help the salesperson consider whether the goal is optional.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-is-the-most-important-responsibility-of-a-sales-leader\/\">Which of the following is the most important responsibility of a sales leader?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Researching market trends and making sure the team adapts to them<\/li>\n<li>Setting team goals and ensuring every team member contributes toward hitting them<\/li>\n<li>Hiring new salespeople and integrating them into the existing team<\/li>\n<li>Making sure the sales team is following an effective sales process<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/fill-in-the-blank-every-step-of-your-sales-process-needs-to-be-_____\/\">Fill in the blank: Every step of your sales process needs to be _____.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Specific, measurable, attainable, relevant, and timely<\/li>\n<li>Required, factual, inspectable, and buyer-centric<\/li>\n<li>Urgent, important, qualified, and profitable<\/li>\n<li>Clear, concise, complete, and correct<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/which-of-the-following-has-the-biggest-impact-on-potential-leads\/\">Which of the following has the biggest impact on potential leads?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Your existing customers\u2019 word-of-mouth<\/li>\n<li>Your company\u2019s marketing collateral<\/li>\n<li>Your sales team\u2019s ability to answer questions and respond to objections<\/li>\n<li>The quality of your sales hires<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><a href=\"https:\/\/www.certificationanswers.com\/en\/when-choosing-a-sales-methodology-whats-the-most-important-thing-to-keep-in-mind\/\"><strong>When choosing a sales methodology, what\u2019s the most important thing to keep in mind?<\/strong><\/a><\/h2>\n<ul>\n<li>How well the methodology matches the personalities of your salespeople<\/li>\n<li>How long the methodology will take to implement<\/li>\n<li>How likely your sales team will be to fully adopt the methodology in all of their sales conversations<\/li>\n<li>How well the methodology will work with your process and your target persona<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/whats-the-sales-managers-role-in-the-fourth-phase-of-a-sales-training-when-the-team-applies-their-new-skills-in-the-real-world\/\">What\u2019s the sales manager\u2019s role in the fourth phase of a sales training, when the team applies their new skills in the real world?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Ensuring what was covered in training is kept top of mind for the members of the sales team<\/li>\n<li>Assessing team members on how well they can apply what they\u2019ve learned<\/li>\n<li>Coaching individual team members to help them reach mastery<\/li>\n<li>Holding team members accountable to integrating the training into their actual workflow<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/whats-the-sales-managers-role-in-the-final-phase-of-a-sales-training-where-each-team-member-continues-to-improve-on-the-skill-until-theyve-fully-mastered-it\/\">What\u2019s the sales manager\u2019s role in the final phase of a sales training, where each team member continues to improve on the skill until they\u2019ve fully mastered it?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Increasing team members\u2019 quotas to encourage them to apply their new skills<\/li>\n<li>Communicating the key outcomes of the training to the executive team and other departments inside the company<\/li>\n<li>Coaching individual team members to help them reach mastery<\/li>\n<li>Removing any team members who don\u2019t apply the skills<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-during-a-training-having-participants-role-play-with-each-other-is-an-effective-way-to-build-skills-even-if-there-isnt-an-experienced-person-evaluating-the-role-play\/\">True or false? During a training, having participants role play with each other is an effective way to build skills, even if there isn\u2019t an experienced person evaluating the role play.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/whats-the-difference-between-training-and-coaching\/\">What\u2019s the difference between training and coaching?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Training teaches salespeople what they need to do, and coaching helps them improve how they do it.<\/li>\n<li>Training happens in group settings, and coaching happens in one-on-one conversations.<\/li>\n<li>Salespeople can train each other, but only a sales leader can coach.<\/li>\n<li>Training is better for salespeople who are at the beginning of their career, and coaching is better for more experienced salespeople.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-job-interviews-are-highly-predictive-of-how-successful-a-person-will-be-after-theyre-hired\/\"><strong>True or false? Job interviews are highly predictive of how successful a person will be after they\u2019re hired.<\/strong><\/a><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/when-building-a-recruiting-strategy-which-of-the-following-is-a-good-long-term-tactic\/\">When building a recruiting strategy, which of the following is a good long-term tactic?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Building relationships with top sales talent at other companies<\/li>\n<li>Building relationships with high-performing business development reps at other companies<\/li>\n<li>Attending networking events<\/li>\n<li>Looking for employees in other departments of your company who can be moved to the sales team<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-allowing-salespeople-to-coach-each-other-will-distract-from-their-primary-responsibility-of-finding-and-closing-new-business\/\">True or False? Allowing salespeople to coach each other will distract from their primary responsibility of finding and closing new business.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-you-need-to-define-your-target-persona-before-you-define-your-sales-process\/\">True or false? You need to define your target persona before you define your sales process.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/whats-the-sales-managers-role-in-the-first-phase-of-a-sales-training-when-the-team-is-learning-something-new\/\">What\u2019s the sales manager\u2019s role in the first phase of a sales training, when the team is learning something new?<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>Designing and delivering the training to the sales team<\/li>\n<li>Ensuring all team members are present and actively engaged while the training is taking place<\/li>\n<li>Ensuring the selected topics are presented in a way that will drive improvements to the way the sales team executes the sales process<\/li>\n<li>Leading by example in attending and participating in the training<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<h2><strong><a href=\"https:\/\/www.certificationanswers.com\/en\/true-or-false-at-the-end-of-a-good-onboarding-program-the-newly-hired-salesperson-will-know-everything-theyll-need-to-know-in-their-new-role\/\">True or false? At the end of a good onboarding program, the newly hired salesperson will know everything they\u2019ll need to know in their new role.<\/a>\u00a0<\/strong><\/h2>\n<ul>\n<li>True<\/li>\n<li>False<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p>&nbsp;<\/p>\n<div style=\"text-align: center;\"><a class=\"button\" href=\"https:\/\/www.certificationanswers.com\/en\/exams-answers-2\/\" rel=\"nofollow\">Get Certified in Sales Management Training Now!<\/a><\/div>\n<p>&nbsp;<\/p>\n\n<div style=\"font-size: 0px; height: 0px; line-height: 0px; margin: 0; padding: 0; clear: both;\"><\/div>","protected":false},"excerpt":{"rendered":"<p>HubSpot Sales Management Training Certification Exam Answers &nbsp; Most sales manager are former salespeople who have been promoted. They know how to sell but often don&#8217;t know how to lead a team. If you&#8217;re a new sales manager, or thinking about becoming a manager, this certification course is for you! In it, you&#8217;ll learn how [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[186],"tags":[],"class_list":["post-9008","post","type-post","status-publish","format-standard","category-certifications","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>HubSpot Sales Management Training Certification Exam Answers - Desamark<\/title>\n<meta name=\"description\" content=\"HubSpot Sales Management Training Certification Exam Answers &nbsp; Most sales manager are former salespeople who have been promoted. 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