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Study Guide - Sales Management

This document provides an overview of the topics and lessons covered in an inbound sales certification study guide for planning a long-term content strategy. The guide includes six lessons that cover using jobs-to-be-done frameworks, mapping sales processes, sales training techniques, sales coaching, hiring sales reps, and sales onboarding programs. Each lesson outlines the key topics that will be discussed and ends with self-assessment questions to test comprehension.

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Shibu Kavullathil
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80 views3 pages

Study Guide - Sales Management

This document provides an overview of the topics and lessons covered in an inbound sales certification study guide for planning a long-term content strategy. The guide includes six lessons that cover using jobs-to-be-done frameworks, mapping sales processes, sales training techniques, sales coaching, hiring sales reps, and sales onboarding programs. Each lesson outlines the key topics that will be discussed and ends with self-assessment questions to test comprehension.

Uploaded by

Shibu Kavullathil
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Inbound Sales Certification

Study Guide: Planning a Long-Term Content Strategy

Lesson 1: Using Jobs to Be Done in Sales Enablement

Knowing who you sell to is only half the battle. You need to understand why people buy from you. In this class,
Clay Christensen of Harvard Business School explains how to use the Jobs to Be Done framework to gain a
deeper understanding of what motivates your buyers.

Topics
• Jobs theory
• Job story
• How to identify a customer’s job to be done

Quiz Yourself
• How are jobs to be done different from personas?
• What does a job story look like?
• What dimensions do jobs have that might not be included in a job story?

Lesson 2: How to Map a Sales Process

Your sales process should be the foundation of everything your sales organization does. In this lesson, you'll
learn how to create a sales process that's robust enough to power your sales team's long-term growth. Mark
Roberge of Harvard Business School will explain the buyer's journey, and successful practitioners from many
different organizations will talk through how to turn the buyer's journey into a sales process that will guide
everything your sales team does. You'll learn how to define the steps of your sales process, how to choose a
sales methodology to help your team execute those steps, how to combine your process and methodology into
a playbook, and how to improve your sales process over time.

Topics
• Sales process
• Buyer’s journey
• Sales methodology
• Sales playbook

Quiz Yourself
• How are the steps of a sales process identified?
• How many steps should be in your sales process?
• What is the difference between a sales process and a sales methodology?
Inbound Sales Certification
Study Guide: Planning a Long-Term Content Strategy

Lesson 3: Sales Training Techniques and Ideas

Sales training gets a bad rap, and it probably deserves it. In this lesson, you'll learn how to create a training
program that your team will want to engage with and that will drive results. We'll talk about how to identify
training topics, how to structure a training that gets results, how to choose a person to deliver the training, and
how to measure your program's overall success.

Topics
• How to design a training program
• The Five Stages of Sales Mastery and Behavior Change

Quiz Yourself
• Why do so many training programs fail?
• Why is having a robust sales process important when designing a sales training?
• What is the sales manager’s role in trainings?

Lesson 4: Sales Coaching Training for Managers

Coaching is a sales manager's most important function. In this lesson, you'll learn how to create a coaching
program that will drive results. We'll talk about why coaching is important, how to improve your coaching skills,
and how to foster a coaching culture so that your reps will coach each other. We'll also talk about how to help
low performers improve and when it's time to fire someone who isn't producing the results you need them to.

Topics
• GROW coaching
• Ineffective coaching techniques to avoid
• When to fire underperforming reps

Quiz Yourself
• What does GROW stand for?
• What’s an example of an ineffective coaching technique?
• What are some alternatives to firing an underperforming salesperson?
Inbound Sales Certification
Study Guide: Planning a Long-Term Content Strategy

Lesson 5: How to Hire Sales Reps

Hiring is perhaps the hardest responsibility you have as a sales manager, and the stakes couldn't be higher. In
this lesson, you'll learn how to make recruiting and hiring salespeople a process that will build a pipeline of talent
you can rely on. We'll also discuss how to create an interview process that will uncover the skills and traits that are
most important to your team's success and that will help you make good hiring decisions.

Topics
• Interviewing techniques
• Recruiting techniques

Quiz Yourself
• Why is it important to have a standardized interview process?
• Name two recruiting techniques for creating a pipeline of potential hires.

Lesson 6: Secrets of Sales Onboarding Success

A new salesperson's first few days on the job are critical to their overall success. In this lesson, you'll learn how to
create an onboarding program that will help your newest teammates succeed. We'll discuss how to decide what
to cover in onboarding and what to do with the information you decide not to cover. By the end of this course,
you'll be able to create an onboarding program that will sustain your reps well beyond their first few days.

Topics
• Onboarding newly hired salespeople

Quiz Yourself
• Why is it important to have a sales process and playbook in place before designing your onboarding
program?
• What are some common failings of onboarding programs?

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