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Lesson 2 Quiz Answers
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(A) The duties your personas fulfill at the companies where they work.
(B) The types of people who buy your product.
(C) Why people buy your product.
(D) The types of people you should hire.
2 – True or false? You can partner with other companies that solve the same job your product solves.
(A) A semi-fictional representation of what your typical customer looks like.
(B) A checklist of attributes a person or company must have in order to be a good fit for your offering.
(C) An in-depth description of the work the person does on a daily basis and how your product can help them get promoted.
(D) A job story explaining the situation and motivation that leads people to hire your product.
Lesson 3 Quiz Answers
1 – If you want to define your team’s sales process, which of the following would be the best place to start?
(A) Your company’s revenue goal
(B) The buyer’s journey
(C) Anecdotal information from your sales team
(D) Past sales data
2 – True or false? Your sales process should only include actions that are within your team’s control.
3 – Which of the following best describes the way your team should think about what happens to a customer after the sale closes?
(A) Your sales team should focus on closing deals and not get distracted by post-sale politics.
(B) Customers that are likely to be unhappy after the sale should be given a discount before the sale.
(C) Your sales team should use any benefits your company offers to customers after the sale as an incentive for closing the deal.
(D) Every action your sales team takes should be focused on making sure the customer is happy after the sale.
Lesson 4 Quiz Answers
1 – If you want to create a training program for your sales team, which of the following is the best place to start?
(A) Assign a top performer to design the training.
(B) Hire a professional trainer
(C) Set up an online Learning Management System (LMS)
(D) Define your sales process.
3 – According to The Five Stages of Sales Mastery and Behavior Change, which of the following should happen after the training session ends?
(A) Skill Development, where knowledge is converted into behavior
(B) Skill Transfer, where skills are applied in the real world
(C) Skill Mastery, where skills are practiced and perfected
(D) All of the above
Lesson 5 Quiz Answers
1 – If you want to create a coaching program for your sales team, which of the following is the best place to start?
(A) Define your sales process.
(B) Implement the GROW model during your one-on-one meetings.
(C) Standardize your compensation strategy.
(D) Evaluate every salesperson’s current performance.
(A) When their quota attainment falls below 75%
(B) If they decide sales is the wrong career for them
(C) When they don’t want to improve their performance
(D) When they’re in the lowest performing 10% of the team
Lesson 6 Quiz Answers
1 – If you want to create a recruiting and hiring strategy for your sales team, which of the following is the best place to start?
(A) Define your sales process.
(B) Write a detailed job description of the sort of person you want to hire.
(C) Start networking with potential candidates on LinkedIn.
(D) Standardize your compensation rates.
(A) You should only hire people who know what buyer personas are.
(B) 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.
(C) You should create personas for the kinds of salespeople who will succeed on your team and hire the candidates who most resemble those personas.
(D) You should be looking to hire salespeople who will be able to connect with the people represented by your buyer personas.
3 – True or false? It’s important to ask the exact same questions to every candidate in every interview.
Lesson 7 Quiz Answers
1 – If you want to create an onboarding program for your sales team, which of the following is the best place to start?
(A) Meet with your human resources director to determine the needs of your company as a whole.
(B) Define your sales process.
(C) Ask your current sales reps what information they think should be covered during onboarding.
(D) Put time on your top performers’ calendars for when they can be shadowed by new hires.
2 – True or false? Your onboarding program should focus exclusively on the ways your salespeople will interact with customers.
3 – You can’t include everything you’d like to in your onboarding program. What should you do with the information you can’t cover?
(A) Print it out and have the new hires read it on their own time.
(B) Give your new hires the opportunity to figure it out for themselves.
(C) Turn it into trainings that can be delivered to salespeople when they need it.
(D) Don’t worry about it. Anything that isn’t needed on the first day of the job isn’t pressing enough to spend time teaching.
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