You have been tasked with hiring new sales reps. Rather than looking for innate sales skills, what is something you should try to find instead?

That’s right! There is no such thing as innate sales skills. When you’re looking for new salespeople, don’t look for talent, look for people who can execute your sales process.

What is the first thing you need to do before hiring any sales reps?

That’s right! There is no such thing as innate sales skills. When you’re looking for new salespeople, don’t look for talent, look for people who can execute your sales process.

True or False: There is no such thing as innate sales skills, it’s better to find sales reps who can execute your company’s sales process.

That’s right! Defining a sales process is one of the most important parts of developing a sales hiring strategy.

Complete the following sentence: to hire the right sales people, I need to have a deep understanding of my target…

That’s right! Different sales reps are going to thrive working with different types of clients. It’s important to know who you’re hiring a sales rep to sell to.

True or False: It’s imperative that you hire salespeople who can sell everything to anyone.

That’s right! Different sales reps are going to thrive working with different types of clients. It’s important to know who you’re hiring a sales rep to sell to.

You have been tasked with hiring new sales reps, but it’s unclear to you and your team who this sales rep would be selling to. What should you do?

That’s right! Different sales reps are going to thrive working with different types of clients. It’s important to know who you’re hiring a sales rep to sell to.

You are trying to figure out whether a sales rep will be successful at your company. Is it necessary to use tests and evaluations to determine this?

That’s right! Rather than using profiling tools of tests, data about your current sales successes and failures are the best metric you can use for future sales reps.

What is the simplest method of determining whether a potential sales rep will be successful working with you company?

That’s right! Rather than using profiling tools of tests, your current successes and failures are the best metric you can use for future sales reps.

True or False: It’s a good idea to use data about your current sales team when deciding if a new sales rep will be a good fit.

That’s right! Data about your current sales successes and failures are the best metric you can use for future sales reps.

Complete the following sentence: when interviewing potential sales rep candidates, it’s important that the interview process is…

That’s right! It’s important to interview people consistently so that it’s possible to compare results between candidates.

You are working on a standardized interview process for all potential sales rep candidates. Why is this important?

That’s right! It’s important to interview people consistently so that it’s possible to compare results between candidates.

True or False: When interviewing multiple sales rep candidates, it’s necessary to tailor the interview to each candidate.

That’s right! It’s important to interview people consistently so that it’s possible to compare results between candidates.

Which of the following is not an important assessment in the sales rep interview process?

That’s right! It’s important to assess personality, behavior, and skills before hiring a new sales rep.

You are working on assessments in your sales hiring strategy. Which of the following is perhaps the most important, but also the most overlooked assessment?

That’s right! Most interviews focus on behavioral and personality assessments without making sure candidates have the baseline skills for success.

True or False: When interviewing sales rep candidates, it’s critical to do a skills assessment.

That’s right! Most interviews focus on behavioral and personality assessments without making sure candidates have the baseline skills for success.

What is a good interview technique to determine a candidate's coachability?

That’s right! If the candidate can take and implement feedback, that’s a good indicator of their coachability.

True or False: In the interview process, it’s best to avoid role play exercises.

That’s right! If the candidate can take and implement feedback after role playing a sales call, that’s a good indicator of their coachability.

You are working on a more thorough interview process for new sales reps. Which of the following skills is best measured by a role play exercise followed by feedback?

That’s right! If the candidate can take and implement feedback, that’s a good indicator of their coachability.

You are finding that your company has grown and you now need to fill sales rep roles that are very different than they were a month ago. How can you avoid this in the future?

That’s right! A sales recruitment strategy can ensure that you are always looking ahead to future needs and don't get stuck in a hiring crisis.

Which of the following is a key reason why having a recruitment strategy is so important?

That’s right! A sales recruitment strategy can ensure that you are always looking ahead to future needs and don't get stuck in a hiring crisis.

True or False: A sales recruitment strategy ensures that you are looking ahead to future needs.

That’s right! As a company grows, sales team needs will change too. A recruitment strategy can help meet these needs.

When designing a sales onboarding program, what do you need to include?

That’s right! It’s a balancing act, but an onboarding process shouldn’t be too short or too long.

True or False: Sales onboarding should include very little information so that a new rep can learn by doing.

That’s right! It’s a balancing act, but an onboarding process should include everything reps need to know to get started, and nothing more than that.

You are finding that new sales reps leave your sales onboarding program completely exhausted. What should you do?

That’s right! It’s a balancing act, but an onboarding process shouldn’t be too short or too long.

What is an important thing to give a new sales rep while they’re in the sales onboarding process?

That’s right! A playbook that tells new reps how to execute your sales process helps reps get up to speed much faster.

True or False: A sales rep playbook should also include information about the inner workings of the company.

That’s right! Knowing how to interact with potential customers is critical, but knowing how sales reps fit into the company is important too.

You are building out a sales process playbook for new sales reps. Beyond that sales process, what is another important thing to include?

That’s right! Knowing how to interact with potential customers is critical, but knowing how sales reps fit into the company is important too.

You are about to onboard some new sales reps. How can you help avoid information overload?

That’s right! Knowing how to interact with potential customers is critical, but knowing how sales reps fit into the company is important too.

Why is it a good idea to “chunk” information throughout the sales onboarding process?

That’s right! Spreading the information out means that a sales rep will be learning skills when they will need them, not all at once.

True or False: Information about a sales rep’s job should be delivered all at once.

That’s right! Spreading the information out means that a sales rep will be learning skills when they will need them, not all at once.

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Graded Quiz: Hiring and Onboarding Sales Reps

10 Questions Week 4

Graded Quiz: Dashboards and Custom Reports

10 Questions Week 3

Sales Reporting with HubSpot

Graded Quiz: Use Reporting to Drive Success

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Sales Reporting with HubSpot

Graded Quiz: Data-Driven Business Foundation

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Sales Reporting with HubSpot

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