Final test & Certificate

Choose the best answer for each question.

To pass: at least 8 of 10 correct.

1. Question 1. Which question separates a CAPABILITY problem from a SYSTEM problem?

   A'If they suddenly knew how to do this tomorrow, would results change?'B'How long ago was the sales team last trained?'C'What's this year's training budget?'

2. Question 2. What's the most credible way to build a sales competency frame?

   AAnalyse your own best-performing sellersBCopy a large company's competency frameCUse a textbook list of competencies

3. Question 3. Abnormally high discount rates usually indicate which capability gap?

   AValue articulation — sellers cut price because they can't prove valueBProspectingCAccount management

4. Question 4. Which analysis reveals the HIGHEST-LEVERAGE capability to invest in?

   AComparing funnel metrics between the top 20% and the averageBSurveying what the sales team most wants to learnCChecking which training courses are popular in the market

5. Question 5. What is MEDDIC actually?

   AAn opportunity QUALIFICATION frame that complements rather than replaces a selling methodBA method of questioning clientsCA deal-closing process

6. Question 6. Why standardise on ONE sales methodology?

   ABecause the biggest value is a SHARED LANGUAGE for coaching, CRM and onboardingBBecause the other methodologies are wrongCBecause training licences are expensive

7. Question 7. In SPIN, which question type makes the biggest difference but is least used?

   AImplication — amplifying the consequences of the problemBSituation — gathering background factsCProblem — asking what difficulties they have

8. Question 8. What's the difference between 'number review' and 'real coaching'?

   AReview looks at results already achieved; coaching goes into behaviour on a specific opportunityBReview is weekly, coaching is quarterlyCReview is done by HR, coaching by managers

9. Question 9. What's the biggest leverage point in a sales capability program?

   ATraining the sales managers themselves in how to coachBThe quality of the training materialsCModern CRM software

10. Question 10. What's the most persuasive way to prove the program's impact?

    ARoll out to half the team first and keep the other half as a control groupBSurvey learner satisfaction after the courseCCompare this year's revenue with last year's