Questions

Customer satisfaction surveys in HubSpot track which customer sentiment metric?

 

• (A) Customer Satisfaction Score (CSAT)
• (B) Customer Effort Score (CES)
• (C) Net Promoter Score (NPS)
• (D) Customer Lifetime Value (CLV)

Fill in the blanks: You can analyze the performance of ____, ____, and ____ in the Sales Content Analytics.

 

• (A) documents, tasks, sequences
• (B) sequences, playbooks, tasks
• (C) sequences, templates, playbooks
• (D) documents, templates, sequences

Which of the following is an example of a lagging indicator?

 

• (A) Meetings scheduled
• (B) Deals won/lost
• (C) Demos or sales presentations
• (D) Referral requests

Which of the following is an example of a leading indicator?

 

• (A) Churn rate
• (B) Calls made
• (C) Average days to close
• (D) Number of new customers

Why are leading indicators considered “manageable” metrics?

 

• (A) They measure the efficiency of sales managers.
• (B) Sales managers can actively influence them with their teams.
• (C) They help salespeople “manage” up to their managers.
• (D) They’re aspirational, but it’s expected that the team will hit at least 70% of the goals they set with them.

What is sales enablement?

 

• The processes, content, and technology that help sales teams sell efficiently at a higher velocity.
• Any strategy that helps sales teams close more deals.
• The process of replacing your existing marketing functions with sales positions.
• All of the above.

or

• The methodology that prioritizes the needs, challenges, goals, and interests of individual buyers.
• The process of selling web-based software to clients.
• The approach your business takes to provide sales with the resources they need to effectively sell.
• The process of designing and conducting experiments to optimize and improve the results of a target area.

 

Explanation: The correct answer is: The processes, content, and technology that help sales teams sell efficiently at a higher velocity. Sales enablement encompasses a strategic approach aimed at equipping sales teams with the necessary resources, including processes, content, and technology, to enhance their efficiency and effectiveness in driving sales. It focuses on streamlining the sales process, providing relevant content and tools, and leveraging technology to empower sales representatives to engage with prospects and customers more effectively, ultimately leading to an increase in sales velocity. The other options are incorrect: ‘Any strategy that helps sales teams close more deals’ is too broad and doesn’t specifically capture the multifaceted nature of sales enablement, which involves various components beyond just closing deals. ‘The process of replacing your existing marketing functions with sales positions’ is incorrect as it misinterprets sales enablement as a substitution of marketing roles with sales roles, whereas sales enablement is more about enhancing the effectiveness of existing sales teams rather than restructuring the entire organizational function. ‘All of the above’ is incorrect because not all the options provided accurately define sales enablement; they either oversimplify or misrepresent its scope and purpose. Therefore, the most accurate and specific choice is the one that highlights the processes, content, and technology tailored to boost sales team efficiency and velocity.