Fill in the blank: The number of ___________ is a good bottom of the funnel metric.
leads |
networking events |
presentations |
exploratory calls |
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Hubspot Developing a Sales Plan Answers
The Developing a Sales Plan course will teach you how to put together a focused and actionable sales plan. In addition to the on-demand videos, you’ll receive resources such as templates and example plans to help you put what you learn into practice.
Some questions:
ideal buyer profile, buyer persona |
target market, target company |
target company, target market |
buyer persona, ideal buyer profile |
True - Creating your buyer persona is a one-time activity that must be completed before starting your sales plan. |
False - Buyer personas are more important for marketing than sales. It’s a nice to have, not need to have. |
False - Buyer personas are something that you continually revise and update over time. As long as you have the basic outline complete, you can move forward. |
True - Buyer personas are the foundation of good inbound marketing and inbound sales. Moving forward now might mean you have to redo your sales work later on. |
True |
False |
These priorities are in-depth and to the point, you suggest that they leave it as is. |
To make it more comprehensive, you suggest that this agency adds in at least another 3 priorities. |
You identify that this is a good start, but you suggest that he go into more detail with these priorities. |
These are SMART goals, so you suggest they make it more general for the overall priorities. |
True |
False |
Determining Your Goals and Approach
Yes |
No |
Set your goals in the 6-month sales goal box, then set your tactics to achieve your goals |
Set your goals in the 12-month sales goal box, then list your 30-90 day milestones |
Set your goals in the 12-month sales goal box, then set your approach to achieve your goals |
Identify your activity metrics, then set your 12-month sales goals |
contextual |
conceptual |
specific |
broad |
It’s for you to give a high-level overview of your tactics that you will use to achieve your goals |
It’s to set 3 - 5 agency priorities that you will achieve in the next financial year |
It’s where you define your agency’s target market |
It helps you agree on your agency’s goals |
weekly |
moonshot |
realistic |
daily |
Defining Your Activity Metrics and Milestones
1-2 |
2-3 |
3-5 |
5-7 |
List your top 3-5 agency priorities |
Identify the activity metrics that’ll help you reach your goals |
Set your approach for achieving your goals |
Make a list of 30-90 day milestones and quick wins |
No - As a newer agency, you should only focus on your 30-90 day milestones, and not your yearly goals. |
Yes - Including 30-90 day milestones can distract your sales team from hitting the yearly targets. |
Yes - While writing down 30-90 day milestones can be beneficial, it should only be a focus once you’re a more established agency. |
No - Setting 30-90 day milestones help hold your team accountable for the outcomes this month and quarter, not just for this year. |
leads |
networking events |
presentations |
exploratory calls |
Generate 20 qualified leads in the healthcare industry per month |
Hire a new employee with a healthcare background |
Identify 5 qualified prospects in the healthcare industry per month |
Present at 3 healthcare industry conferences per year |
Putting Your Sales Plan Into Action
Assigning tasks to team members |
Setting timelines |
Defining the metrics you will be tracking |
Assigning deadlines to tasks |
True |
False |
Quarterly |
Daily |
Yearly |
Monthly |
Providing feedback on your plan and brainstorming new ideas |
Share what they’ve seen work well for other agency partners |
Help you execute parts of your plan |
All of the above |
You'd say, "We should remove the action around speaking engagements since this doesn't relate directly to sales." |
You'd say, "Everything looks good. There are clear priorities, actions, and deadlines." |
You'd say, "It's a good start, but to help make these large actions more manageable, we should break it down into sub-tasks." |
You'd say, "These actions are on the right track, but they need to be made into SMART goals." |
By vmartinez
Fill in the blank: The number of ___________ is a good bottom of the funnel metric.
leads |
networking events |
presentations |
exploratory calls |
By vmartinez
You’re a newer, small agency and one of your colleague doesn’t see the point in breaking down your yearly goals into 30-90 day milestones. Do you agree with your colleague?
No – As a newer agency, you should only focus on your 30-90 day milestones, and not your yearly goals. |
Yes – Including 30-90 day milestones can distract your sales team from hitting the yearly targets. |
Yes – While writing down 30-90 day milestones can be beneficial, it should only be a focus once you’re a more established agency. |
No – Setting 30-90 day milestones help hold your team accountable for the outcomes this month and quarter, not just for this year. |
By vmartinez
Your boss asks you to go through the steps for your activity metrics, what should you do first?
List your top 3-5 agency priorities |
Identify the activity metrics that’ll help you reach your goals |
Set your approach for achieving your goals |
Make a list of 30-90 day milestones and quick wins |
By vmartinez
Fill in the blank: To close one retainer a month, you should aim to generate __________ exploratory calls a week.
1-2 |
2-3 |
3-5 |
5-7 |
By vmartinez
Fill in the blank: When completing your sales plan, focus on setting ___________ goals to make your plan actionable.
weekly |
moonshot |
realistic |
daily |
By vmartinez
What is the purpose of the “Approach Box” in the Sales Plan Template?
It’s for you to give a high-level overview of your tactics that you will use to achieve your goals |
It’s to set 3 – 5 agency priorities that you will achieve in the next financial year |
It’s where you define your agency’s target market |
It helps you agree on your agency’s goals |