HubSpot Sales Management Training Certification Answers [2021]

  • Post last modified:4 July 2021
  • Reading time:13 mins read

Here’s what you need to know before taking this exam:

  • There are 45 questions.
  • The exam takes about 1 hour to complete.
  • You must answer 34 questions correctly to pass.
  • You must wait 12 hours between attempts.
  • You have 3 hours to complete the exam.
  • Check your answers before submitting. You can’t go back and change them after you click submit.

Good luck.

Table of Contents

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

  • motivations
  • role
  • job description
  • point of view

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

  • It helps you identify the products you’re indirectly competing with.
  • It helps you identify strategic alliances with products in other industries.
  • It helps you understand why your customers buy from you.
  • All of the above.

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

  • By interviewing individual customers.
  • By sending out a survey to some of your customers.
  • By researching similar products online.
  • By bringing your marketing and sales teams together to brainstorm possible jobs.

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

  • 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.
  • 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.
  • I wanted to understand my customers’ 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.
  • 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.

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

  • There is a larger volume of liquid in the top of the funnel than in the bottom of the funnel.
  • After something exits the bottom of a funnel, it no longer has any impact on the things entering the top of the funnel.
  • The funnel is an outdated piece of technology that has been replaced in modern times by more elegant solutions.
  • A funnel can’t balance upright without external support.

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

  • Because flywheels were only recently invented, but funnels have been around for much longer.
  • Because funnels are powered by gravity, just as businesses are anchored by revenue.
  • Because companies that don’t use the inbound methodology are inherently funnel-shaped.
  • Because many business charts show conversion rates, and those charts are often shaped like a funnel.

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

  • Your product or service
  • A problem they have
  • The principles of an inbound strategy
  • Changes in the market

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

  • During the decision stage, when they are deciding on a specific product or service
  • Before they even begin their buyer’s journey so that you can lead them through it
  • Before the decision stage, when they are still defining their path forward
  • After the buyer’s journey is over and they have decided to buy from you

Which of the following is true of most sales organizations?

  • They would be better off not implementing a coaching program than implementing an ineffective program.
  • Their salespeople’s performance is unlikely to be improved by coaching.
  • They spend too much time coaching their salespeople.
  • They don’t coach their salespeople as much as they should.

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

  • True
  • False

What are the steps of the GROW coaching technique?

  • Goal, Reality, Options, Way forward
  • Growth, Resilience, Optimism, Wealth
  • Gradual improvement, Realistic goals, Ongoing support, Willing compliance
  • Grade, Redirect, Optimize, Watch

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

  • Set a goal for your salesperson to achieve.
  • Ensure the salesperson’s personal goals are aligned with team goals.
  • Ask the salesperson what goal they would like to set.
  • Work with the salesperson to set a goal for your coaching sessions.

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

  • Help the salesperson judge how realistic the goal is.
  • Explain to the salesperson the reality of what they need to achieve.
  • Help the salesperson create a realistic plan for achieving the goal.
  • Help the salesperson evaluate the reality of where they are right now.

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

  • Help the rep decide how they will achieve their goal and how you can support them.
  • Determine for the rep the best way for them to achieve the goal.
  • Explain to the rep what they’ll need to do after accomplishing the goal.
  • Ask the rep how you can improve your coaching efforts in the future.

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

  • True
  • False

Which of the following is a benefit of GROW coaching?

  • It places the responsibility for improvement on the person being coached.
  • It can be implemented without any direct involvement from sales management.
  • It gives the management team more control over individual salespeople.
  • It simplifies the way salespeople report their progress.

True or False? Allowing salespeople to coach each other will distract from their primary responsibility of finding and closing new business.

  • True
  • False

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, you’ll be able to give them specific recommendations on how they can improve.
  • 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.
  • 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.

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 places where they need coaching.
  • As your executive team reviews the sales organization’s pipeline, they can identify the salespeople who are struggling and assign leaders to coach them.

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

  • True
  • False

What are exit criteria?

  • The things a salesperson needs to achieve before being promoted to manager
  • The actions that have to be taken before a sales can move out of a particular stage of your sales process
  • The circumstances that justify removing a salesperson from the sales team, either by firing them or by moving them to another department
  • The qualifications for a prospect to become a customer

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

  • Your pipeline meetings
  • Your business intelligence dashboard
  • Your CRM
  • The assigned salesperson

Fill in the blank: Every step of your sales process needs to be _____.

  • Specific, measurable, attainable, relevant, and timely
  • Required, factual, inspectable, and buyer-centric
  • Urgent, important, qualified, and profitable
  • Clear, concise, complete, and correct

True or false? You need to define your target persona before you define your sales process.

  • True
  • False

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

  • True
  • False

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?

  • “If the process is robust enough to support the needs of your sales team, it doesn’t matter how long or short it is.”
  • “Shorter processes are easier for salespeople to remember and execute, so having such a short process is ideal.”
  • “Don’t 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?”
  • “Four steps might actually be too long. The ideal sales process has three steps: prospect, demo, close.”

Which of the following has the biggest impact on potential leads?

  • Your existing customers’ word-of-mouth
  • Your company’s marketing collateral
  • Your sales team’s ability to answer questions and respond to objections
  • The quality of your sales hires

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

  • True
  • False

When choosing a sales methodology, what’s the most important thing to keep in mind?

  • How well the methodology matches the personalities of your salespeople
  • How long the methodology will take to implement
  • How likely your sales team will be to fully adopt the methodology in all of their sales conversations
  • How well the methodology will work with your process and your target persona

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

  • True
  • False

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

  • Provide them with a framework that helps them match specific pieces of content to the specific needs of their prospects.
  • Provide them with as much content as possible to ensure that they have a relevant piece of content for every conversation they might have.
  • Empower them to create custom content for each prospect they work with.
  • Provide them with content templates so they can easily create personalized content in the moment they need it.

What’s the sales manager’s role in the first phase of a sales training, when the team is learning something new?

  • Designing and delivering the training to the sales team
  • Ensuring all team members are present and actively engaged while the training is taking place
  • Ensuring the selected topics are presented in a way that will drive improvements to the way the sales team executes the sales process
  • Leading by example in attending and participating in the training

What’s the sales manager’s role in the final phase of a sales training, where each team member continues to improve on the skill until they’ve fully mastered it?

  • Increasing team members’ quotas to encourage them to apply their new skills
  • Communicating the key outcomes of the training to the executive team and other departments inside the company
  • Coaching individual team members to help them reach mastery
  • Removing any team members who don’t apply the skills

True or false? During a training, having participants role play with each other is an effective way to build skills, even if there isn’t an experienced person evaluating the role play.

  • True
  • False

What’s the difference between training and coaching?

  • Training teaches salespeople what they need to do, and coaching helps them improve how they do it.
  • Training happens in group settings, and coaching happens in one-on-one conversations.
  • Salespeople can train each other, but only a sales leader can coach.
  • Training is better for salespeople who are at the beginning of their career, and coaching is better for more experienced salespeople.

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

  • True
  • False

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

  • Limit the number of places you publish job postings.
  • Focus on hiring people referred by team members.
  • Hire experienced salespeople.
  • Develop a robust hiring process.

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

  • Use the same questions for all candidates for all sales roles.
  • Create a different set of questions for each sales role, but use the same questions for all candidates for a particular role.
  • Create a different set of questions for each candidate, tailoring the questions to their experience and the role they’re applying for.
  • It doesn’t matter what questions you ask in a given interview as long as you use the same grading rubric for each candidate.

True or false? Job interviews are highly predictive of how successful a person will be after they’re hired.

  • True
  • False

When building a recruiting strategy, which of the following is a good long-term tactic?

  • Building relationships with top sales talent at other companies
  • Building relationships with high-performing business development reps at other companies
  • Attending networking events
  • Looking for employees in other departments of your company who can be moved to the sales team

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 short-term strategy, a long-term strategy
  • a long-term strategy, a short-term strategy
  • an ideal strategy, usually a mistake
  • a good primary tactic, a good secondary tactic

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

  • Cover everything they might ever need to know and then provide review sessions later on to reinforce what they learned.
  • Have them start selling immediately and then coach them on the mistakes they make.
  • Cover the things they need to get started and train them on the rest later on when they need it.
  • Get input from every department at your company to ensure your onboarding program is truly comprehensive.

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

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

  • Fire them.
  • Help them find a different role within your company.
  • Continue coaching them.
  • Leave them on the team but focus your coaching efforts elsewhere.

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