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Hubspot Sales Hub Enterprise Implementation Answers
Exam
- There are 40 questions.
- It should take 40 minutos to complete.
- You must answer 30 questions correctly to pass.
- You must wait 12 hours between attempts.
- You have 3 horas to finish the exam.
All of the following are common reasons why organizations fail at implementation initiatives EXCEPT:
A lack of flexibility from the client.
A belief that technology will solve all the client’s problems.
A lack of buy-in from the client’s organization.
Secured buy-in from the implementation provider.
A lack of understanding in how a new system would mesh with the rest of the organization.
True or false? When facing a lack of flexibility from the client, you must communicate that while the new system will be installed to meet their goals, the processes in which they use the system may change from what they’re doing today.
True
False
Which of the following does NOT support the notion that proper change management can be a positive for a client’s existing processes?
They already have familiarity into how to do the things they do.
Their existing activities could be antiquated and in need of an update.
The new system may present an opportunity for automation.
The new system may have additional functionality that past systems lacked.
How can you mitigate the risk of having clients assume new technology will solve all their existing problems?
Vet your clients and prospects to understand their goals, systems, and makeup — and then qualify if they are a fit for what you can deliver.
Vet your clients and prospects to understand their goals, systems, and makeup — and then draft a proposal that meets all their requirements.
Invite all your client’s stakeholders to the kickoff meeting — and then qualify if they are a fit for what you can deliver.
Invite all of your client’s stakeholders to the kickoff meeting — and then draft a proposal that meets all their requirements.
True or false? When positioning the implementation to the client, you need to communicate your commitment in serving only the top of the org chart in their goals.
True
False
Which of the following is most important in ensuring the success of a system integration?
Buy-in from the decision-makers
Adoption of the frontline users
Documented goals from the implementation partner
A strong relationship with the new system’s vendor
When onboarding a new client for your implementation services, which of the following is NOT a question you need to ask to identify SMART goals?
Why are you moving to the new system?
What does success look like after 180 days?
What is your biggest concern regarding the switch in systems?
Who is responsible for tracking performance?
Which of the following responsibilities must the assigned champion from your client’s team carry?
An understanding and commitment to communicating the importance of this system change
Authority to loop in additional resources as needed to maintain buy-in at the client’s organization
A and B
None of the above
When outlining the checklist of tasks and responsibilities to come, which of the following is an example of a required area of customization for the new system?
Reasoning as to why this client picked your firm
Providing the pilot group access into the new system
A subscription business that tracks recurring revenue
The definition as to what success looks like in the new system
Which of the following is NOT a step in executing the agreed-upon task list in your implementation project?
Onboarding
Data migration
Business alignment
Reporting
True or false? You should be capturing feedback from stakeholders, pilot groups, and frontline users at the culmination of your implementation project.
True
False
Which of the following questions would be most effective in capturing feedback from the client?
How do you like the new system?
How would you rank the new system from 1 – 10?
How likely are you to recommend our services to another business?
What, if anything, in the new system hasn’t mapped to your process as expected?
When implementing Sales Hub Enterprise, this stage of the process helps you understand your client’s current data model and how it’ll be translated into HubSpot.
Migration
CRM setup
Pipeline Management
Performance Management
When importing a client's data into HubSpot, what's the best way to avoid errors?
Import their entire dataset via CSV.
Import a small subset of their data as a test batch.
Import multiple, small subsets of their data.
Manually enter their data.
Which of the following is NOT a task to complete in the Migration stage?
Cleaning an exported CSV to prepare for import
Migrating custom objects to standard HubSpot objects
Migrating historical engagements with marketing
Migrating parent/child object relationships
Which of the following is NOT an example of an object that can be imported into HubSpot?
Contacts
Companies
Deals
Tasks
Tickets
When implementing Sales Hub Enterprise, this stage of the process is where you set up the means in which a sales team can access and use the housed data.
Migration
CRM Setup
Sales Enablement and Automation
Performance Management
True or false? Not all existing processes and click paths for your client’s sales team should be replicated inside of HubSpot, as there may be opportunities for upgrading or improving their processes.
True
False
You should make sure the client’s sales process includes steps for which set of milestones?
Prospecting, Connecting, Researching, Presenting, Closing
Prospecting, Connecting, Reviewal, Presenting, Customer Service
Prospecting, Consultation, Researching, Presenting, Closing
Prospecting, Connecting, Recommendations, Proposal, Closing
To understand your client’s process for researching, what should you ask their sales leaders?
How do your reps source new, early stage leads?
How do your reps make contact with early stage leads in order to qualify?
How do your reps learn more about a prospect to offer a tailored, consultative experience?
What late-stage activities need to happen for reps to close a deal?
Which of the following is NOT a task to complete in the CRM Setup stage?
Create custom fields in HubSpot for reps to use.
Create filters for reps to easily find contacts, companies, and other objects.
Update the default properties that display on object records.
Install the quote approval process based on the client’s communicated criteria.
Customize user and team permissions to organize reps.
When implementing Sales Hub Enterprise, this stage of the process is where you help set up the movement in which real prospects and deals move through the client’s sales process.
CRM Setup
Pipeline Management
Sales and Marketing Alignment
Training
Which of the following is an example question you can ask the client to dig deeper into their pipeline?
How do reps formally present their recommendation to make a sale?
What are the most important pieces of information for lead qualification?
At each stage of their sales process, what “sub-stages” or steps occur?
At each stage of their sales process, what reports do reps review most frequently?
Which of the following is NOT a task to complete in the Pipeline Management stage?
Integration with the client’s business intelligence tool
Deal stage creation
Consultation and installation of their quote approval process
Creation of tasks for reps at each deal stage
What is the goal of the sales enablement and automation stage of Sales Hub Enterprise implementation?
To train reps on the most frequently occurring click paths within HubSpot
To fully understand what the average day for a sales rep looks like
To map the client’s sales process to the deals tool in HubSpot
To achieve quick wins on the sales productivity tools like meetings and templates
True or false? Understanding the average day for a sales rep at your client’s organization will allow you to suggest improvements in efficiency by identifying opportunities for automation.
True
False
A client communicates that too much time goes into surfacing deals that have closed in-month. Which tools present the most relevant automation opportunity for this in HubSpot?
Workflows and forms
Sequences and meetings links
Workflows and the Slack integration
Workflows and the reports dashboard
A client communicates that reps struggle with surfacing pertinent information about new leads. Which tools present the most relevant automation opportunity for this in HubSpot?
Workflows and forms
Sequences and meetings links
Workflows and the Slack integration
Workflows and tasks
Which of the following best describes the user pool at the Sales Enablement and Automation stage of the implementation?
Sales leadership
A pilot group of sales reps
Sales operations
The entire sales organization
In the Sales and Marketing Alignment stage of the implementation project, what are you helping the client’s team build?
Rules of engagement with the CRM
A service-level agreement between sales and marketing
A service-level agreement between sales reps and sales leaders
An inbound marketing strategy
In the service-level agreement you help design between sales and marketing, which of the following could sales be responsible for?
The criteria in which leads are defined as “qualified”
The amount of visitors being converted as leads
The rate in which sales will close new deals
The process in which they report sales data back to marketing
Which of the following is NOT a task to complete in the Sales and Marketing Alignment stage?
Install the HubSpot tracking code on the client’s website
Build and replace contact forms
Define lifecycle stages and their criteria
Create a “Closed Lost” nurturing strategy
Create a content strategy to attract new website visitors
When implementing Sales Hub Enterprise, this stage of the process is where you help create the right reporting for the team.
CRM Setup
Sales Enablement and Automation
Performance Management
Training
Timing is important for building the right reporting for the client, as you first need:
Users to have completed all common click paths and tool use-cases
A sales cycle to be completed at least once
A and B
None of the above
Which of the following is NOT an example metric you’d want to surface in reporting for the client’s sales leadership?
Quarterly revenue goals against quotas
Total page views on the “Talk to Sales” web page
Productivity reporting by rep and by team
Monthly revenue forecast by user and by team
What is the final stage of the implementation project before you hand the client back over to HubSpot’s Customer Success team?
Migration
Sales and Marketing Alignment
Pipeline Management
Training
To establish quick wins with the full sales team being introduced to HubSpot, your goal should be to achieve quick wins with which tools?
Sales productivity tools
Sales reporting
Deal pipelines and deal stages
Workflows and automation
True or false? Before the hand-off back to HubSpot, you should determine an SLA with the client for ongoing Q&A, training, and support.
True
False
Your periodic rep trainings can exist in all of these formats EXCEPT:
Large-scale, full team training
Co-training with HubSpot Customer Success
Rep-focused, small group training
Function-based training to split leadership training from operations training
Which of the following is NOT a task to complete in the Training stage?
Periodic rep training
Sales coaching around best practices
The creation of a “setup checklist” or reference guides for future sales hires
A data integration with the client’s ERP system
