At minimum, how many times should managers meet with sales reps to discuss their performance?

Q:

You’re looking to improve your reps’ performance in the next six months. How should you go about improving productivity?

Q:

True or False: Sales coaching is the productivity investment that improves reps’ performance best.

Q:

What productivity investment improves reps’ performance the best?

Q:

True or False: You should implement a strategic coaching initiative before you align your sales process to match the buyer’s journey.

Q:

You’re getting ready to build a successful coaching program. What is a crucial resource during this process?

Q:

After you align your sales process to match the buyer’s journey, what is the next important step to take?

Q:

What is the first step in implementing a coaching program?

Q:

You’re ready to implement a coaching program for your sales reps to help improve their weak spots. How do you begin?

Q:

True or False: A coaching program can be implemented without a clearly defined and measured sales process.

Q:

True or False: The GROW acronym stands for goal, reality, opinion and way forward.

Q:

You’ve decided to use the GROW model of coaching and you spend one-on-one time with your reps to learn what they want to accomplish. What letter in the acronym does this refer to?

Q:

In the GROW model of coaching, what does G stand for?

Q:

True or False: The third phase of the GROW model refers to helping your reps identify their options, and selecting which one to focus on.

Q:

When using the GROW model of coaching, how do you go about discussing your sales reps’ options with them?

Q:

You decide to use the GROW model of coaching. You begin by helping your reps identify their options and focus on one. What letter in the acronym does this refer to?

Q:

True or False: When your sales rep has decided on a way forward, they will still need further assistance from managers.

Q:

You’re helping your sales reps work on a way forward and that includes what qualifying questions to ask, product information and tips and techniques. Which one of the following is an effective way to assist them during this phase?

Q:

Which of the following information can be compiled into a playbook to help sales reps once they have decided on a way forward?

Q:

Why should you have monthly meetings with your sales reps?

Q:

True or False: A great place to start using the GROW model with your sales reps is during one-on-one meetings.

Q:

When is a great place to start using the GROW model with your sales reps?

Q:

True or False: At minimum, managers should meet with sales reps to discuss their performance once every two months.

Q:

At minimum, how many times should managers meet with sales reps to discuss their performance?

Q:

As a new manager, you plan to meet with your sales reps’ regularly. What is the minimum number of times you can meet with sales reps to discuss their performance?

Q:

True or False: A pipeline meeting is a time for a sales team to review all the potential sales they’re currently working on.

Q:

Why are pipeline meetings an opportunity for sales reps to coach each other?

Q:

What is a pipeline meeting?

Q:

You’re thinking about introducing learning into the onboarding process at your company. Which of the following could help you foster a culture of learning?

Q:

How does the company Engaging Partners foster a culture of learning during the onboarding process?

Q:

True or False: Engaging Partners fosters a culture of learning during the onboarding process by asking employees to earn certifications during their first 90 days?

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