HubSpot Frictionless Sales Certification Exam Answers

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