This course is part of the HubSpot Sales Representative Professional Certificate

Kyle Jepson

Offered By

HubSpot Sales Representative Professional CertificateHubSpot Academy

About this Course

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.

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

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Course 5 of 5 in the

HubSpot Sales Representative Professional Certificate

Beginner Level

Learners don't need sales or management experience, but should have basic internet navigation skills and be eager to participate.

Approx. 16 hours to complete

English

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What you will learn

How to create an effective and efficient sales process
How to develop a sales team hiring strategy
How to implement an effective sales team onboarding program

Skills you will gain

Customer Success
Sales Team Management
Sales
Sales Process Engineering
Onboarding

Flexible deadlines

Reset deadlines in accordance to your schedule.

Shareable Certificate

Earn a Certificate upon completion

100% online

Start instantly and learn at your own schedule.

Coursera Labs

Includes hands on learning projects.

Learn more about Coursera Labs

Course 5 of 5 in the

HubSpot Sales Representative Professional Certificate

Beginner Level

Learners don't need sales or management experience, but should have basic internet navigation skills and be eager to participate.

Approx. 16 hours to complete

English

Could your company benefit from training employees on in-demand skills?

Try Coursera for Business

Instructor

Kyle Jepson

Inbound Sales Professor

41,634 Learners

5 Courses

Offered by

HubSpot Academy

HubSpot Academy is the worldwide leader in inbound marketing, sales, and customer service/success education. Since 2012, HubSpot Academy has been on a mission to transform the way people and companies grow, offering online training for the digital age: courses, projects, certifications, and software training.

Now, HubSpot Academy's Inbound Certification has become the official badge of the inbound movement, with over 60,000 awarded annually. The online courses developed by Academy’s students and teachers are translated into four languages, and the award-winning certifications are completed by hundreds of people each day all over the world. As HubSpot’s (NYSE: HUBS) official learning resource, HubSpot Academy aims to educate and inspire people everywhere, helping them learn how to market, sell, and grow an inbound business. Learn more at http://academy.hubspot.com/.

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Syllabus - What you will learn from this course

Week1

Week 1

6 hours to complete

Adopting a Frictionless Sales Mindset

6 hours to complete

18 videos (Total 74 min), 7 readings, 6 quizzes

18 videos

Introduction to the Program5mCourse Introduction Video40sCareers in Sales and Customer Relationship Management5mWeekly Introduction: Adopting a Frictionless Sales Mindset39sRethinking Sales with Frictionless Selling7mImplementing the Frictionless Selling Framework7mHow BabeIQuest Fights Friction4mWhy Your Sales Team Needs to Be Enabled2mEnabling Your Team8mHow EZ Text Enables Their Team4mWhy You Need to Align with Your Buyers4mAligning Your Team7mHow Usabilla Aligns with Their Buyers2mWhy Your Sales Team Needs to Be Coached1mTransforming Your Sales Team through a Culture of Learning6mPeer Coaching1mHow Engaging Partners Fosters a Culture of Learning2mWeekly Review: Adopting a Frictionless Sales Mindset59s

7 readings

Course Syllabus10mHow to Be Successful in this Course20mTraditional vs Frictionless Sales20mFrictionless Selling: The "Enable" Phase10mAligning Your Team with Your Target Buyers - The 4 Phases15mThe GROW Model of Coaching and Mentoring20mFrictionless Sales: HubSpot Certification Exam10m

6 practice exercises

Practice Quiz: Frictionless Selling Framework15mExercise: Identifying Friction15mExercise: Enable Your Team30mPractice Quiz: Aligning Your Team15mExercise: Align With Your Buyer15mGraded Quiz: Transforming Your Sales Team through a Culture of Learning30m

Week2

Week 2

4 hours to complete

Establishing a Sales Process

4 hours to complete

11 videos (Total 82 min), 2 readings, 5 quizzes

11 videos

Weekly Introduction: Establishing a Sales Process39sThe Importance of Jobs to Be Done13mRethinking Your Competition3mUncovering Your Customers' Jobs12mThe Importance of Defining Your Sales Process3mDefining Your Sales Process with the Buyer's Journey7mDefining the Steps of Your Sales Process10mHow Long Should a Sales Process Take?7mCreating Your Sales Playbook10mEvaluating Your Sales Process9mWeekly Review: Establishing a Sales Process44s

2 readings

Jobs-to-Be-Done Overview10mWhat is the Buyer's Journey?15m

5 practice exercises

Practice Quiz: Jobs to Be Done15mExercise: Jobs to Be Done in Sales15mPractice Quiz: The Buyer's Journey15mExercise: Mapping Your Sales Process15mGraded Quiz: Establishing a Sales Process30m

Week3

Week 3

3 hours to complete

Coaching and Growing a Sales Team

3 hours to complete

7 videos (Total 61 min), 2 readings, 4 quizzes

7 videos

Weekly Introduction: Coaching and Growing a Sales Team47sThe Importance of Sales Training7mCreating an Effective Sales Training Program13mThe Importance of Coaching Your Salespeople9m4 Steps to Building a Successful Sales Coaching Program18mWhen to Coach vs. Fire Your Underperforming Reps10mWeekly Review: Coaching and Growing a Sales Team35s

2 readings

Elements of a Good Sales Training Program10mTraining versus Coaching Sales Reps10m

4 practice exercises

Practice Quiz: Sales Training Techniques and Ideas15mExercise: Sales Training Program15mGraded Quiz: Coaching and Growing a Sales Team30mExercise: Sales Coaching with the GROW Model15m

Week4

Week 4

4 hours to complete

Hiring and Onboarding Sales Reps

4 hours to complete

9 videos (Total 48 min), 4 readings, 6 quizzes

9 videos

Weekly Introduction: Hiring and Onboarding Sales Reps34sWhy You Should Develop a Sales Hiring Strategy2mCreating Your Sales Hiring Strategy21mThe Importance of Sales Onboarding4mCreating a Sales Onboarding Program10mPreparing for Job Search2mApplying for Roles 3mPreparing for an Interview2mCongratulations!43s

4 readings

The Best Ways to Hire Salespeople10mAdding Your Program Experience to Your Resume10mDrafting a Cover Letter10mPractice Interview Questions10m

6 practice exercises

Practice Quiz: Hiring Sales Reps15mExercise: Hiring Sales People15mPractice Quiz: Sales Onboarding15mGraded Quiz: Hiring and Onboarding Sales Reps30mExercise: Onboarding Sales People15mExercise: Write a Cover Letter30m

About the HubSpot Sales Representative Professional Certificate

Whether you're completely new to sales and looking to start a new career, or you want to grow in your current sales role, this five-course career training program from the inbound sales experts at HubSpot can help you reach your career goals.

You’ll start by learning the basics of sales enablement and how sales and marketing teams can collaborate to create and keep relationships with their targeted buyers. You’ll develop data-driven sales goals and influential content to enable you to achieve those goals. The skills you get through the program will teach you the fundamental skills employers are looking for when hiring for entry level sales roles, including how to generate, connect with, and manage leads. You’ll learn to analyze the effectiveness of your sales tactics and the success of your customer service with data and reporting using HubSpot’s CRM software. This program will prepare you for your next role with hands-on projects that will apply your new skills, and you’ll create a portfolio to present to potential employers when interviewing for your next role. You’ll get real experience with HubSpot’s CRM Software and learn sales best practices. You’ll earn a Professional Certificate when you graduate, and you’ll also be able to take the free HubSpot certification exams throughout the program, to help your resume stand out. Start preparing for a new career in sales or customer relationship management. Enroll today!

Frequently Asked Questions

When will I have access to the lectures and assignments?
Access to lectures and assignments depends on your type of enrollment. If you take a course in audit mode, you will be able to see most course materials for free. To access graded assignments and to earn a Certificate, you will need to purchase the Certificate experience, during or after your audit. If you don't see the audit option:
The course may not offer an audit option. You can try a Free Trial instead, or apply for Financial Aid.
The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.
What will I get if I subscribe to this Certificate?
When you enroll in the course, you get access to all of the courses in the Certificate, and you earn a certificate when you complete the work. Your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile. If you only want to read and view the course content, you can audit the course for free.

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