Certification Answers

We help you to pass your exams

EN FR ES DE IT PT RU PL NL TR JA

HubSpot Frictionless Sales Certification Exam Answers


HubSpot Frictionless Sales Certification Exam Answers

In the world of inbound, businesses are visualized as flywheels instead of funnels. A flywheel is a machine that stores rotational energy, and its spin represents your company's growth. You can increase that growth by adding force to the flywheel or by removing friction from it. Sales organizations in general have no problem using force. If you want to help your sales team grow better, you need to find ways to remove friction. Learn how to use the frictionless selling framework so that your team can spend more time selling. Also, discover how to align your team with your target buyer and how to transform your team through a culture of learning.

 

 

 

 

Some questions:

 

Which of the following is true?

  • Funnels and flywheels are two different ways of saying the same thing.
  • The funnel is a better business model than the flywheel because it enables you to compare the performance of one salesperson to another.
  • A flywheel is the best model for customer service teams, while a funnel is the best model for sales teams.
  • The flywheel is a better business model than the funnel because it takes into account the impact current customers have on future customers.

 

Which two groups of people does the frictionless selling framework try to provide a more convenient experience for?

  • Salespeople and their prospective buyers
  • Salespeople and their leaders
  • Executive teams and middle management
  • Customers and prospects

 

True or false? Generally speaking, business-to-business sales teams are better at providing a convenient experience for their customers than sales teams who sell directly to consumers. 

  • True
  • False

 

If you already have a sales framework in place, and you decide to implement the frictionless selling framework, what will the relationship of those two frameworks be? 

  • In most cases, frictionless selling will replace your current framework.
  • In most cases, frictionless selling will complement your current framework.
  • In most cases, frictionless selling will be used by different employees than your current framework.
  • In most cases, frictionless selling will require you to make slight adjustments to your current framework.

 

When you think about your sales organization as a flywheel, which of the following is the best goal to have? 

  • Find ways to reduce force and increase friction.
  • Find ways to increase force and friction.
  • Find ways to decrease force and friction.
  • Find ways to increase force and reduce friction.

 

Which of the following is an example of force? 

  • Happy customers
  • Automatic data entry
  • Manual data entry
  • Pipeline meetings

 

Which of the following is an example of friction? 

  • Manual data entry
  • Automatic data entry
  • Happy customers
  • Pipeline meetings

 

True or false? Most sales organizations are doing everything they can to apply force to their flywheel. 

  • True
  • False

 

True or false? Most sales organizations are doing everything they can to remove friction from their flywheel. 

  • True
  • False

 

What are the phases of the frictionless selling framework? 

  • Enable, Align, Transform
  • Attract, Engage, Delight
  • Identify, Connect, Explore, Advise
  • Engage, Guide, Grow

 

What is the relationship between the three phases of the frictionless selling framework? 

  • They complement each other in such a way that they should all be implemented at the same time.
  • They are interchangeable so that they can be implemented in any order.
  • They form a progression, with each successive phase building on the previous one.
  • Each stage includes the techniques of the previous stages so that you don’t have to think about the previous stages once you leave them.

 

Fill in the blank: The purpose of the enable phase is to enable your team to ______. 

identify their buyers’ needs

spend more time selling

negotiate more assertively

accomplish more in the time they have

 

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

 

Fill in the blank: The purpose of the align phase is to align your team with ______. 

your target buyer

your company goals

market trends

industry best practices

 

What metrics are most important during the align phase? 

Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment

Close rates, time to close, and customer satisfaction

Customer retention, rep productivity, and employee happiness

ROI, profitability, and year-over-year growth

 

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

 

Which of the following is the most important responsibility of sales managers? 

Forecasting sales performance for the coming month or quarter

Hiring new team members

Ensuring sales performance is communicated clearly to upper management

Ensuring their salespeople are coached on a regular basis

 

What metrics are most important during the transform phase? 

Time to complete key tasks, time spent connecting with customers and making sales, and quota attainment

Close rates, time to close, and customer satisfaction

Customer retention, rep productivity, and employee happiness

ROI, profitability, and year-over-year growth

 

On average, how much of a salesperson’s day is spent selling? 

About a third

About half

About three quarters

Nearly all

 

True or false? Your sales team should only be doing things that provide value to your leads. 

True

False

 

What two activities should you focus on during the enable phase of the frictionless selling framework? 

Improving interdepartmental communication and reporting you team’s performance to upper management

Training the team on best practices and coaching individuals to help them overcome their specific weaknesses

Adjusting your team’s incentive structure and ensuring their legal compliance

Removing non-sales activities from your team’s responsibilities and streamlining their other responsibilities

 

True or false? Some tasks that can be automated should still be done manually to ensure your salespeople have full control and ownership over them. 

True

False

 

Which of the following is an attribute of a sales team that is well aligned with their buyer? 

In-person meetings

Transparent pricing and discounts

Short sales cycles

Free consultations

 

Which of the following is an attribute of a sales team that has a culture of learning? 

Real-time performance data

Off-site training

Rigorous hiring standards

Weekly performance reviews

 

Which phase of the frictionless selling framework does automatic email logging help with? 

Enable

Align

Transform

 

Which phase of the frictionless selling framework do email templates and sequences help with? 

Enable

Align

Transform

 

True or false? The majority of buyers consider salespeople trustworthy. 

True

False

 

What are the stages of the buyer’s journey? 

Identify, connect, explore, advise

Awareness, consideration, decision

Enable, align, transform

Attract, engage, delight

 

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

 

During the consideration stage of the buyer’s journey, what is the buyer considering? 

Different categories of solutions

Different solution vendors

Whether they want to make a change

How much of a priority their current problem should be

 

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 phase of an inbound sales strategy would lead intelligence, lead prioritization, and contact timeline most help with? 

Identify

Connect

Explore

Advise

 

In which phase of an inbound sales strategy would a salesperson help their leads decide on the best path forward? 

Identify

Connect

Explore

Advise

 

In which phase of an inbound sales strategy would a salesperson use a lead qualification framework to discover the buyer’s needs? 

Identify

Connect

Explore

Advise

 

Which phase of an inbound sales strategy would email, calling, live chat, and the meetings tool most help with? 

Identify

Connect

Explore

Advise

 

Which of the following is the best agenda for a sales meeting? 

Start with an overview of your company and provide a list of noteworthy customers you’ve served. Next, recap the conversations you’ve had with your prospect so far and propose your plan for helping them.

Start by recapping the previous conversations you’ve had, then talk the prospect through the available options. End by recommending one of those options and explaining how you are uniquely positioned to help with that option.

Start by asking the prospect what they would like to talk about. Use the topics they suggest as the basis of your agenda.

Start with a description of your most advanced offering and then ask if they have any concerns moving forward with it. If they do, seek to resolve those concerns. If you can’t, position your less advanced offerings as an alternative.

 

True or false? Every sales presentation should be personalized for the people you’re presenting it to. 

True

False

 

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 Options step of GROW coaching, what is your role as coach? 

Provide the salesperson with a list of options for achieving their goal.

Help the salesperson explore their options for getting from where they currently are to where they want to be.

Explore what options the salesperson has if they fail to achieve their goal.

Help the salesperson consider whether the goal is optional.

 

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.

 

What is a salesperson’s role in executing an inbound strategy? 

They serve as a bridge between marketing and sales and seek to provide a seamless transition between being a prospect and being a customer.

They are the primary engine that drives the company’s growth.

They play a background role and should only become involved with a customer if the customer explicitly asks to talk to sales.

They have the opportunity to set the tone for a person’s entire relationship with a company because they are often the first person a prospective customer meets.

 

If a sales team is struggling to prioritize their leads, which phase of the frictionless selling framework will be most helpful to them? 

Enable

Align

Transform

 

If a sales team is suffering from low lead quality, which phase of the frictionless selling framework will be most helpful to them? 

Enable

Align

Transform

 

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? 

Enable

Align

Transform

 

If a sales team is relying too much on blind outreach, which phase of the frictionless selling framework will be most helpful to them? 

Enable

Align

Transform

 

If a sales team’s leads struggle to get in contact with their assigned salesperson, which phase of the frictionless selling framework will be most helpful to them? 

Enable

Align

Transform

 

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? 

Enable

Align

Transform

 

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

Align

Transform

 

If a sales team is inconsistent in its quota attainment, which phase of the frictionless selling framework will be most helpful to them? 

Enable

Align

Transform

 

If a sales team doesn’t have a good onboarding program for its new hires, which phase of the frictionless selling framework will be most helpful to them? 

Enable

Align

Transform

 

If sales managers are spending more of their time reporting sales performance than coaching their salespeople, which phase of the frictionless selling framework will be most helpful to them? 

Enable

Align

Transform

 

 

 

 

If sales managers are spending more of their time reporting sales performance than coaching their salespeople, which phase of the frictionless selling framework will be most helpful to them?

By

If sales managers are spending more of their time reporting sales performance than coaching their salespeople, which phase of the frictionless selling framework will be most helpful to them?

  • Enable
  • Align
  • Transform

 

Explanation: The correct answer is Transform. When sales managers find themselves allocating more time to reporting sales performance than coaching their salespeople, the Transform phase of the frictionless selling framework emerges as the most beneficial. The Transform phase focuses on driving significant changes and improvements within the sales organization to adapt to evolving needs and enhance overall performance. In the context of managerial time allocation, the Transform phase prompts sales managers to reassess their priorities and reallocate resources to prioritize coaching and development initiatives over administrative tasks. This may involve implementing streamlined reporting processes, leveraging technology to automate reporting tasks, delegating reporting responsibilities to other team members, or restructuring managerial roles to allow for more time dedicated to coaching and mentoring. By transforming their approach to time management, sales managers can foster a culture of continuous improvement, enhance sales team performance, and drive sustainable growth. Ultimately, the Transform phase empowers sales managers to optimize their impact on sales team development and success, facilitating a shift towards a more coaching-centric leadership approach that maximizes individual and collective performance. Therefore, the selected answer accurately identifies the Transform phase as the most beneficial stage for addressing issues related to time allocation for coaching within the frictionless selling framework.

If a sales team doesn’t have a good onboarding program for its new hires, which phase of the frictionless selling framework will be most helpful to them?

By

If a sales team doesn’t have a good onboarding program for its new hires, which phase of the frictionless selling framework will be most helpful to them?

  • Enable
  • Align
  • Transform

 

Explanation: The correct answer is Transform. When a sales team lacks a robust onboarding program for its new hires, the Transform phase of the frictionless selling framework becomes crucial. The Transform phase focuses on implementing significant changes and improvements within the sales organization to adapt to evolving needs and enhance overall performance. In the context of deficient onboarding, the Transform phase prompts the sales team to reevaluate and enhance their onboarding processes to ensure that new hires are equipped with the necessary knowledge, skills, and resources to succeed in their roles. This may involve developing comprehensive training materials, establishing mentorship programs, providing hands-on experience, and leveraging technology to facilitate learning and development. By transforming their onboarding program, the sales team can accelerate the integration of new hires, reduce ramp-up time, and improve overall productivity and retention rates. Ultimately, the Transform phase empowers the sales team to invest in the long-term success of new hires, fostering a culture of continuous learning and development that drives organizational growth and success. Therefore, the selected answer accurately identifies the Transform phase as the most beneficial stage for addressing issues related to the lack of a good onboarding program within the frictionless selling framework.

If a sales team is inconsistent in its quota attainment, which phase of the frictionless selling framework will be most helpful to them?

By

If a sales team is inconsistent in its quota attainment, which phase of the frictionless selling framework will be most helpful to them?

  • Enable
  • Align
  • Transform

 

Explanation: The correct answer is Transform. When a sales team experiences inconsistency in quota attainment, the Transform phase of the frictionless selling framework becomes paramount. The Transform phase is focused on driving significant changes and improvements within the sales organization to adapt to evolving market conditions and enhance overall performance. In the context of inconsistent quota attainment, the Transform phase prompts the sales team to undergo a comprehensive assessment of their processes, strategies, and resources to identify areas for improvement and implement transformative changes. This may involve revamping sales processes, refining targeting strategies, providing additional training and support to sales representatives, or reassessing the alignment between sales goals and organizational objectives. By embracing transformative initiatives, the sales team can address underlying issues contributing to inconsistent quota attainment, foster a culture of continuous improvement, and position themselves for sustainable success in achieving and exceeding quotas. Ultimately, the Transform phase empowers the sales team to adapt, innovate, and evolve to meet the challenges of a dynamic sales environment, driving enhanced performance and results. Therefore, the selected answer accurately identifies the Transform phase as the most beneficial stage for addressing issues related to inconsistent quota attainment within the frictionless selling framework.

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?

By

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
  • Align
  • Transform

 

Explanation: The correct answer is Align. When a sales team requests significant commitments from prospects early in the sales process, the Align phase of the frictionless selling framework is particularly beneficial. The Align phase focuses on ensuring that sales strategies are aligned with the needs and preferences of customers, fostering trust and collaboration throughout the sales journey. In the context of asking for substantial commitments prematurely, the Align phase prompts the sales team to reevaluate their approach to align it with the prospect’s buying process. This involves understanding the customer’s journey, preferences, and pain points to tailor the sales process accordingly. The Align phase encourages the sales team to adopt a consultative approach, focusing on building relationships, understanding customer needs, and providing value at each stage of the sales process. By aligning the sales process with the prospect’s comfort level and readiness to commit, the sales team can reduce friction, enhance rapport, and increase the likelihood of securing mutually beneficial outcomes. Ultimately, the Align phase facilitates a customer-centric approach that prioritizes collaboration and trust, leading to smoother sales interactions and improved conversion rates. Therefore, the selected answer accurately identifies the Align phase as the most beneficial stage for addressing issues related to requesting large commitments early in the sales process within the frictionless selling framework.

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?

By

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?

  • Enable
  • Align
  • Transform

 

Explanation: The correct answer is Align. When a sales team consistently experiences hostile negotiations with prospects, the Align phase of the frictionless selling framework becomes the most valuable. The Align phase emphasizes the alignment of sales strategies and practices with the needs and expectations of customers to foster positive interactions and outcomes. In the context of hostile negotiations, the Align phase involves reevaluating the sales approach to ensure it promotes collaboration, trust, and mutual benefit during negotiations. This may include training sales professionals on effective negotiation techniques, emphasizing empathy and active listening skills, and aligning sales incentives with customer satisfaction rather than solely focusing on closing deals. Additionally, the Align phase encourages the development of win-win solutions that address the concerns and objectives of both parties, fostering long-term relationships and loyalty. By aligning negotiation practices with customer-centric principles, the sales team can mitigate hostility, build rapport, and achieve more favorable outcomes for both the company and the customer. Ultimately, the Align phase serves as a catalyst for transforming adversarial negotiations into collaborative and constructive interactions, leading to improved sales performance and customer satisfaction. Therefore, the selected answer accurately identifies the Align phase as the most beneficial stage for addressing issues related to hostile negotiations within the frictionless selling framework.

If a sales team’s leads struggle to get in contact with their assigned salesperson, which phase of the frictionless selling framework will be most helpful to them?

By

If a sales team’s leads struggle to get in contact with their assigned salesperson, which phase of the frictionless selling framework will be most helpful to them?

  • Enable
  • Align
  • Transform

 

Explanation: The correct answer is Align. When a sales team’s leads encounter difficulties in reaching their assigned salesperson, the Align phase of the frictionless selling framework emerges as the most beneficial. The Align phase focuses on ensuring seamless coordination and communication within the sales team to enhance customer engagement and satisfaction. In the context of leads struggling to contact their designated salesperson, the Align phase involves establishing clear communication channels and protocols to facilitate prompt and effective responses to customer inquiries. This may entail implementing tools such as automated lead assignment systems, shared calendars, or unified communication platforms to streamline communication and ensure that leads receive timely and personalized attention. Additionally, the Align phase emphasizes the importance of aligning sales efforts with customer needs and expectations to foster stronger relationships and trust. By improving accessibility and responsiveness, the sales team can enhance the overall customer experience, increase lead conversion rates, and drive business growth. Therefore, the selected answer accurately identifies the Align phase as the most beneficial stage for addressing issues related to lead accessibility and communication within the frictionless selling framework.