True or false? A good sales process has enough flexibility to allow salespeople to adapt to the needs of individual prospects.
True or false? Making the steps of your sales process buyer-centric can be as simple as changing their names a little bit.
True or false? You can forecast as accurately with an informal sales process as you can with a formal sales process.
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 a highly dedicated salesperson is unable to improve their low sales performance despite coaching efforts, what is your best course of action?
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 _____.
When creating interview questions for sales hires, which of the following approaches is a best practice?
What’s the sales manager’s role in the third phase of a sales training, when the sales team converts knowledge into behavior?
What’s the sales manager’s role in the second phase of a sales training, when the training is reinforced?
What’s the sales manager’s role in the first phase of a sales training, when the team is learning something new?
True or false? Job interviews are highly predictive of how successful a person will be after they’re hired.
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.
What’s the sales manager’s role in the fourth phase of a sales training, when the team applies their new skills in the real world?
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?
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.
