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Managing for Frictionless Sales
  • Level Foundation
  • المدة
  • الطبع بواسطة HubSpot Academy
  • Offered by

عن

This course introduces you to the Frictionless Sales Framework and how it can enable your sales team to be more effective and efficient. You’ll learn how to measure your team’s effectiveness with a Rep Efficiency Audit. You will discover how to create a sales process that aligns with your targeted buyer’s journey as well as your business goals. You’ll also learn how to create an effective sales training program, hiring strategy and onboarding process to help you staff your team with the best sales professionals and train them to be successful. By the end of this course you will be able to: • Define a sales process that minimizes friction in sales and is based on the target buyer’s journey • Create an effective sales training and coaching program • Create a sales hiring strategy that enables you to find the right people for your team • Implement a successful sales onboarding process to align your new hires with your business goals Regardless of your current experience, this course will instruct you on how to create an effective sales process and how to hire, coach, and manage an effective sales team. This course is intended for anyone interested in jumpstarting their career in sales - whether you’re changing careers and looking for an entry-level role, or want to hone your skills in your current role as a sales representative. It does not require any background knowledge or experience to get started. Throughout the course, you will complete exercises that ask you to apply the skills you have learned in a practical way, such as completing a Rep Efficiency Audit, mapping your sales process, and implementing a coaching process using the GROW model.

الوحدات

Introduction to the Program

    • 3 Videos
    • 2 Readings
    • 1 Discussion
Show info about module content

1 Discussions

  • Meet and Greet

3 Videos

  • Introduction to the Program
  • Course Introduction Video
  • Careers in Sales and Customer Relationship Management

2 Readings

  • Course Syllabus
  • How to Be Successful in this Course

Identify the Friction That's Holding Your Sales Team Back

    • 4 Videos
    • 1 Readings
    • 1 Discussion
    • 2 Assignment
Show info about module content

2 Assignment

  • Practice Quiz: Frictionless Selling Framework
  • Exercise: Identifying Friction

1 Discussions

  • Share a Traditional or Frictionless Sales Experience (e.g., buying a car, a house, etc.)

4 Videos

  • Weekly Introduction: Adopting a Frictionless Sales Mindset
  • Rethinking Sales with Frictionless Selling
  • Implementing the Frictionless Selling Framework
  • How BabeIQuest Fights Friction

1 Readings

  • Traditional vs Frictionless Sales

Enabling Your Sales Team to Spend More Time Selling

    • 3 Videos
    • 1 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Exercise: Enable Your Team

1 Discussions

  • What's Keeping Your Reps from Selling?

3 Videos

  • Why Your Sales Team Needs to Be Enabled
  • Enabling Your Team
  • How EZ Text Enables Their Team

1 Readings

  • Frictionless Selling: The "Enable" Phase

Aligning Your Sales Team with Your Target Buyer

    • 3 Videos
    • 1 Readings
    • 1 Discussion
    • 2 Assignment
Show info about module content

2 Assignment

  • Practice Quiz: Aligning Your Team
  • Exercise: Align With Your Buyer

1 Discussions

  • How Do You Align with Your Target Buyers?

3 Videos

  • Why You Need to Align with Your Buyers
  • Aligning Your Team
  • How Usabilla Aligns with Their Buyers

1 Readings

  • Aligning Your Team with Your Target Buyers - The 4 Phases

Transforming Your Sales Team through a Culture of Learning

    • 5 Videos
    • 2 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Graded Quiz: Transforming Your Sales Team through a Culture of Learning

1 Discussions

  • What's Your Favorite Sales Education Resource?

5 Videos

  • Why Your Sales Team Needs to Be Coached
  • Transforming Your Sales Team through a Culture of Learning
  • Peer Coaching
  • How Engaging Partners Fosters a Culture of Learning
  • Weekly Review: Adopting a Frictionless Sales Mindset

2 Readings

  • The GROW Model of Coaching and Mentoring
  • Frictionless Sales: HubSpot Certification Exam

Using Jobs to be Done in Sales

    • 4 Videos
    • 1 Readings
    • 1 Discussion
    • 2 Assignment
Show info about module content

2 Assignment

  • Practice Quiz: Jobs to Be Done
  • Exercise: Jobs to Be Done in Sales

1 Discussions

  • What Jobs Are Your Customers Hiring Your Product to Do?

4 Videos

  • Weekly Introduction: Establishing a Sales Process
  • The Importance of Jobs to Be Done
  • Rethinking Your Competition
  • Uncovering Your Customers' Jobs

1 Readings

  • Jobs-to-Be-Done Overview

How to Map a Sales Process (Part 1)

    • 4 Videos
    • 1 Readings
    • 1 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Practice Quiz: The Buyer's Journey

1 Discussions

  • How Many Stages Are in Your Sales Process?

4 Videos

  • The Importance of Defining Your Sales Process
  • Defining Your Sales Process with the Buyer's Journey
  • Defining the Steps of Your Sales Process
  • How Long Should a Sales Process Take?

1 Readings

  • What is the Buyer's Journey?

How to Map a Sales Process (Part 2)

    • 3 Videos
    • 2 Assignment
Show info about module content

2 Assignment

  • Exercise: Mapping Your Sales Process
  • Graded Quiz: Establishing a Sales Process

3 Videos

  • Creating Your Sales Playbook
  • Evaluating Your Sales Process
  • Weekly Review: Establishing a Sales Process

Sales Training Techniques and Ideas

    • 3 Videos
    • 1 Readings
    • 1 Discussion
    • 2 Assignment
Show info about module content

2 Assignment

  • Practice Quiz: Sales Training Techniques and Ideas
  • Exercise: Sales Training Program

1 Discussions

  • What's Your Next Sales Training Topic?

3 Videos

  • Weekly Introduction: Coaching and Growing a Sales Team
  • The Importance of Sales Training
  • Creating an Effective Sales Training Program

1 Readings

  • Elements of a Good Sales Training Program

Sales Coaching Training for Managers

    • 4 Videos
    • 1 Readings
    • 1 Discussion
    • 2 Assignment
Show info about module content

2 Assignment

  • Graded Quiz: Coaching and Growing a Sales Team
  • Exercise: Sales Coaching with the GROW Model

1 Discussions

  • What's Your Favorite Coaching Tactic?

4 Videos

  • The Importance of Coaching Your Salespeople
  • 4 Steps to Building a Successful Sales Coaching Program
  • When to Coach vs. Fire Your Underperforming Reps
  • Weekly Review: Coaching and Growing a Sales Team

1 Readings

  • Training versus Coaching Sales Reps

How to Hire Sales Reps

    • 3 Videos
    • 1 Readings
    • 1 Discussion
    • 2 Assignment
Show info about module content

2 Assignment

  • Practice Quiz: Hiring Sales Reps
  • Exercise: Hiring Sales People

1 Discussions

  • Best (and Worst!) Interview Questions

3 Videos

  • Weekly Introduction: Hiring and Onboarding Sales Reps
  • Why You Should Develop a Sales Hiring Strategy
  • Creating Your Sales Hiring Strategy

1 Readings

  • The Best Ways to Hire Salespeople

Secrets of Sales Onboarding Success

    • 2 Videos
    • 1 Discussion
    • 3 Assignment
Show info about module content

3 Assignment

  • Practice Quiz: Sales Onboarding
  • Graded Quiz: Hiring and Onboarding Sales Reps
  • Exercise: Onboarding Sales People

1 Discussions

  • Onboarding Techniques that Work

2 Videos

  • The Importance of Sales Onboarding
  • Creating a Sales Onboarding Program

Managing for Frictionless Sales in Action

    • 4 Videos
    • 3 Readings
    • 2 Discussion
    • 1 Assignment
Show info about module content

1 Assignment

  • Exercise: Write a Cover Letter

2 Discussions

  • Share Your Resume
  • Share Your Cover Letter

4 Videos

  • Preparing for Job Search
  • Applying for Roles
  • Preparing for an Interview
  • Congratulations!

3 Readings

  • Adding Your Program Experience to Your Resume
  • Drafting a Cover Letter
  • Practice Interview Questions

Auto Summary

Unlock the potential of your sales team with "Managing for Frictionless Sales." This Business & Management course, taught by industry experts, focuses on creating efficient sales processes, effective training programs, and robust hiring strategies. Ideal for beginners and seasoned professionals alike, it offers practical exercises like Rep Efficiency Audits and the GROW coaching model. Available on Coursera with Starter and Professional subscription options, this foundational course is perfect for anyone looking to elevate their sales career.

Kyle Jepson
Instructor

Kyle Jepson