HubSpot revenue operatioons certification answers

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What is scale?

• A measure of how fast a company is growing
• The size of a company’s marketing reach
• The amount of time it will take to fully implement an operations strategy
• When business growth is faster than investment growth

What has caused RevOps to become such a popular topic in recent years?

• New governmental regulations
• Increases in technology, data, and customer expectations
• A lack of operational rigor in modern startups
• The absence of university degree programs in operations

How does RevOps help companies scale?

• By creating a shared vocabulary for company executives to use when explaining the company’s financial performance to outside investors
• By increasing the use of technology within a company
• By improving the accounting practices of each company department
• By harmonizing the processes, systems, and data used by customer-facing teams

True or false? RevOps improvements generally require a large investment of money.

Which of the following is an indication that a company needs to invest in RevOps?

• Your executive team is struggling to predict your company’s revenue.
• Your company lacks the data to measure performance effectively.
• Your customer-facing teams’ processes are misaligned or contradictory.
• All of the above

Which of the following is the best way to learn RevOps?

• Taking courses, reading books, and watching videos
• Getting a degree in operations from an accredited university
• Connecting with other operations professionals, taking on projects so you can learn while doing, and being willing to learn from your mistakes
• Working alone and making it up as you go

Situation: Excelsior Automotive sells autonomous limousines to the wealthy. They recently created a referral program where customers can refer friends in order to get a discount on their bill. Excelsior’s VP of Sales decides that, at the end of each quarter, she’ll find the ten customers who have submitted the most referrals, and the sales reps who closed those ten customers originally will each get a bonus. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Situation: Granny’s Handmade Electronics produces high-end computers and TVs using only yarn and apple pie filling. Many consumers are skeptical that the products would work as advertised, so Granny has introduced a seven-day free trial and a one-year money-back guarantee. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Situation: C’est Wot is a Quebecois-British fusion restaurant specializing in jellied eel poutine. To encourage customers to bring their friends, C’est Wot gives first-time visitors buy-one-get-one meal vouchers for their next visit. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Situation: Binge TV is a streaming service that specializes in irresistible shows. Their shows are so good, in fact, that their customers’ health has been suffering from watching so much TV. Some doctors are encouraging their patients to cancel their Binge TV subscriptions. Therefore, Binge TV is putting a new system in place: Any time an individual user streams content for 16 continuous hours, they get locked out of their account for 8 hours to force them to take a break. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

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• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Evaluate this SLA: Marketing will send four marketing emails each month, and sales will follow up with 50% of the recipients.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

True or false? Every step of a sales process must have exit criteria.

What four elements should your sales playbook include?

• Required behavior, factual outcomes, inspectable actions, and buyer-centric focus
• What your sales reps need to know, what they need to do, what they need to say, and what they need to show
• An ideal buyer profile to help your reps identify good leads, an outreach strategy to help them connect with good leads, a qualification framework to help them explore their leads’ needs, and a presentation template to help them advise their leads on the best path forward
• Territories, quotas, compensation, and tactics

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Evaluate this step of a sales process: Buyer discussed our product with their team.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Evaluate this step of a sales process: Contract sent.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Evaluate this step of a sales process: Product demonstrated.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Situation: Trustworthy Financial Services recently hired a RevOps professional named Markeisha. Markeisha is spending her first few months trying to understand where leads come from, how they get passed to sales, and what happens to new customers after the deal is closed. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: The Lucky Nickel Construction Company recently hired a RevOps professional named Abeeku. He has discovered that the sales department and the customer support department have two different systems for tracking customer information and that the two aren’t connected in any way. He would like to get both departments onto the same system, but in the meantime he is focusing on integrating the two systems so they can share data. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: Oslo’s biggest knitting supplies wholesaler recently launched an ecommerce store and hired a RevOps professional named Einar. He has mapped out the buyer’s journey for the company’s customers, and he is in the process of documenting everywhere responsibility for a customer is passed from one team to another. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: Beep Boop Beep is a quickly growing telecommunications company that recently hired a RevOps professional named Alexis. She is developing a data dictionary to document all the information stored in the company’s many systems and how they are connected to each other. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: Quackers Insurance recently hired a RevOps professional named Suvi. The company has been tracking leads and customers using paper ledgers, and Suvi is working to get a CRM platform implemented. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: Bedside Manor is a healthcare company that recently hired a RevOps professional named Dyani. Dyani has determined that there is more work to do than she can accomplish by herself, and she’s using an A3 template to persuade the executive team to hire a second operations professional. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

• A3 Template
• Income statement
• Cashflow statement
• Balance sheet

• A3 Template
• Income statement
• Cashflow statement
• Balance sheet

• A3 Template
• Income statement
• Cashflow statement
• Balance sheet

Situation: Charlie’s Pressurized Cottage Cheese Company sells soft cheese products in aerosol cans, making it easy for their customers to put copious amounts of cheese onto fruit, granola, or directly into their mouths. Yum! Unfortunately, the cans occasionally explode in the warehouse before they can be sold to customers. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

Situation: Tamara’s Monogrammed Baked Goods sells muffins, cakes, and pastries that have their customers’ initials sewed onto them with celery strings. But, the delivery team sometimes gets orders mixed up and delivers monogrammed baked goods to the wrong customers. For health reasons, food items cannot be returned, so Tamara has to monogram a new set of baked goods and have them delivered to the affected customers. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

Situation: Flavio’s Organic Construction Company built a commercial building of entirely plant-based materials. Unfortunately, the final inspection found serious problems with the building’s plumbing, and extensive non-plant-based renovations were required before the building could be sold to a customer. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

In Monroe’s Motivated Sequence, the purpose of the Attention section of a persuasive speech is to -.

• call attention to the problem you want to solve.
• call attention to the solution you’re proposing.
• get the audience to pay attention to you.
• help you pay attention to the silent cues your audience is giving you.

In Monroe’s Motivated Sequence, the purpose of the Satisfaction section of a persuasive speech is to -.

• convince the audience that you are the best person to solve the problem you’ve identified.
• state your proposed solution as succinctly and clearly as possible.
• answer questions posed by the audience.
• allow yourself to feel good about the presentation you’ve given.

In Monroe’s Motivated Sequence, the purpose of the Action section of a persuasive speech is to -.

• identify the actions that have already been completed.
• describe the actions you personally intend to take.
• ask your audience to take action on your proposal.
• explain the most exciting or interesting part of your solution.

True or false? The A3 template should be filled only with text, not images or graphs.

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

Situation: The International Alliance of Superheroes is a rapidly growing professional organization. One of their salespeople, Hyperman, recently left the sales team to lead operations. The organization’s highly customized CRM system requires so much administrative work that Hyperman is spending most of his time on system admin responsibilities. He would like to hire someone to administer the CRM so Hyperman can focus on other activities. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anyone

Situation: Foolproof Medical Supplies has been selling their products to hospitals for many years, and they now want to start selling directly to consumers. Norma Jones, the head of their RevOps team, has never worked at a company that sells directly to consumers, and she would like to hire someone from a consumer industry who can help her build that strategy. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

What is the first core element of a RevOps strategy?

• Implementing systems that will collect the data you need to identify your company’s opportunities for growth
• Buying a fancy CRM
• Hiring a large operations team
• Discussing company goals with company leaders to understand the things that are most important from an executive perspective

What is the second core element of a RevOps strategy?

• Identifying good-fit prospects for your sales team to work with
• Hiring a RevOps team
• Communicating available opportunities to company leaders and committing to a plan that addresses them
• Establishing a framework for communicating goals between departments using a shared vocabulary and unified metrics

What is the third core element of a RevOps strategy?

• Profit
• Aligning the relevant teams around shared metrics and goals that support a plan
• Repeating the first two steps
• Reporting the achieved results to the appropriate leaders and setting a plan for the next iteration

What is a winning aspiration?

• Your sales team’s desired win rate.
• What success looks like for your organization three to five years in the future.
• The grand vision company founders share with potential investors.
• The measure of how well your RevOps strategy is achieving its goals.

Fill in the blank: The secret to success when deploying friction intentionally is to make sure the amount of friction matches -.

• the amount of force
• the potential revenue
• the level of value
• the amount of effort

• accelerate
• complicate
• simplify
• redefine

True or false? Whenever possible, it’s best to hire experienced operations leaders to fill your open operations roles.

True or false? Scale should be a top priority for all companies, even early-stage companies who are still defining product-market fit.

True or false? The amount of assets on your balance sheet should be equal to the amount of liabilities on your balance sheet.

True or false? Changes in working capital are subtracted from net income on the cash flow statement.

Fill in the blank: If your company has more assets than liabilities, the remaining balance is your -.

• revenue
• cashflow
• profit margin
• equity

True or false? Share capital is the amount of money a company pays to its shareholders in the form of dividends and increased share value.

Fill in the blank: Income statements report on revenue and expenses -.

• over a period of time
• at a specific point in time
• projected for a future period of time
• specifically in cryptocurrency

Fill in the blank: Your – is the foundation of everything your sales team does.

• company revenue goal
• sales process
• online presence
• sales methodology

True or false? To ensure that your SLA is working properly, it’s important to create a judicial branch made up of your top sales leadership.

Fill in the blank: Every step of your sales process should be required, factual, inspectable, and -.

• buyer-centric
• revenue-driven
• repeatable
• unique

True or false? Every step in your sales process needs clearly defined exit criteria.

Fill in the blank: Your sales playbook should cover what your sales reps need to know, do, say, and -.

True or false? You need an advanced degree in order to be a qualified RevOps professional.

Which of the following best demonstrates an operations mindset?

• “I don’t know how to solve this problem. Let’s just try some things and see what works.”
• “The solution to this problem is obvious to me because of my technical expertise. I’ll solve it right now.”
• “This problem is much more complicated than it seems. I’ll need a couple months to dig into the necessary data to identify a possible solution. Please be patient while I create a foolproof plan of action.”
• “I investigated the problem you reported to me, and I discovered several root causes in the processes our teams are using. I’ve designed an experiment to test a possible solution.”

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Situation: Ruthie’s Office Furniture sells office furniture to offices that need furniture. Ruthie believes passionately that all contracts should be signed by hand, so she requires her clients to send them to her using a fax machine. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Situation: The Tehachapi Zeppelin Company sells enormous airships to transportation and logistics companies. Each airship costs millions of dollars, and the sales cycle is multiple months long. One sales manager has noticed that bigger deals take longer to close, so he’s encouraging his sales reps to add extra meetings to the sales process in hopes of increasing average deal size. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

Evaluate this SLA: Marketing will generate $50,000 in lead value every month.

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Evaluate this step of a sales process: Buyer stopped responding to outreach.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Evaluate this step of a sales process: Budget holder approved expense.

• This step isn’t required.
• This step isn’t factual.
• This step isn’t inspectable.
• This step isn’t buyer-centric.

Situation: Real Good Manufacturing recently hired a RevOps professional named Vladislav. Vladislav has discovered that the company has no restrictions on who can access and change customer data, and he is working to put regulations in place that control access and permissions. This is an example of:

• Process definition
• Data governance
• Tech stack management
• None of the above

Situation: Chiffon Outdoors manufactures rugged outdoor equipment using delicate fabrics. To ensure the safety of their rock-climbing customers, they have to carefully examine every climbing rope before selling it to ensure there are no flaws in the fibers their customers will be dangling from. This involves an extensive examination that requires a lot of time and specialized equipment. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

Situation: Bartholomew’s Luxury Furniture produces handcrafted home goods with lifetime warranties. Bartholomew invests heavily in educating and training his team to help them avoid mistakes that could lead to defective products. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention

In Monroe’s Motivated Sequence, the purpose of the Need section of a persuasive speech is to _____.

• explain the requirements of the solution you’re proposing.
• ask the audience to take action on the solution you’ve proposed.
• get the audience to connect emotionally and psychologically with the problem you’ve identified.
• help you understand the needs of the audience.

In Monroe’s Motivated Sequence, the purpose of the Visualization section of a persuasive speech is to _____.

• imagine yourself giving the speech you’ve prepared.
• help your audience visualize the problem you’ve identified.
• present as many possible solutions as you can.
• describe the positive outcomes your solution will bring.

Situation: Denice Powell is the head of operations at Magic Feather Airlines, which provides flights for people who enjoy traveling with their pets. Magic Feather is popular at small airports but wants to expand. Denice comes from a customer support background and is passionate about building processes that serve their passengers well, but she wants to hire someone who can help build a process for securing space in major airports. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

Situation: Janet Hopkins is the sole operations professional at Equal Lingual, which provides translation services to companies that want their content to be available in critically endangered languages. Equal Lingual is growing rapidly, and Janet is finding herself spread too thin. She wants to hire someone who can take on an odd assortment of responsibilities to give her more time for strategic planning. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

Situation: The Sneaky Sneaks Shoe Company has been in business for 15 years, and during all that time, operations have been led by the company’s CEO, Larry. However, Larry has recently decided that he would like to hire someone to handle operations full-time. With 15 years in the business, Larry is confident he can train a person on what’s involved in the job, but he wants his operations leader to have good technical and strategic skills. Which type of candidate would be best for this role?

• An experienced operations leader
• A transitioning generalist
• A credentialed specialist
• Now is not the right time to hire anybody

• There isn’t enough data to determine whether these are good goals or not. Add a RevOps department to your organization, and reorganize your other departments around it. Then let the RevOps team set goals for your departments, and you’ll be much more likely to achieve scale.
• These goals look great! You should achieve scale shortly if you execute well on these goals.
• These are very clear goals, but the optimal approach is for there to be just one goal that all departments are jointly focused on. If all of your departments are trying to make your customers happy, they don’t need individual department goals and metrics.
• It’s hard to know if these goals are good without knowing what you’re company’s top priorities and strategies are. When you evaluate individual departments’ goals, the most important thing is that they support your company’s overall mission.

In addition to defining your winning aspiration, what three questions will you need to answer as you create and communicate a customer-in strategy?

• Where you want to play, how you will win, and what measures you’ll use to see that you’re successful
• Who your target customer is, what products you’ll sell, and what competitors you need to beat
• Who will design the strategy, who will execute it, and who is likely to fight against it
• What is your name, what is your quest, and what is your favorite color

True or false? Friction can be used to describe challenges that hold back your internal teams as well as challenges that hold back your customers.

Fill in the blank: The flywheel is a model adapted by HubSpot to explain the momentum you gain when you align your entire organization around -.

• generating revenue
• delivering a remarkable customer experience
• creating online content
• closing more sales

True or false? Preserving the integrity of your company’s data model is exclusively the job of operations professionals.

Fill in the blank: Assets = Liabilities + –

• Revenue
• COGS
• Cashflow
• Equity

Fill in the blank: Buildings, equipment, and long-term investments are all examples of –

• current assets
• current liabilities
• fixed assets
• COGS

Fill in the blank: Accounts payable and income taxes are examples of -.

• current assets
• current liabilities
• fixed assets
• COGS

Fill in the blank: As marketing gets better at delivering the right number of leads each month, they’ll also need to get better at -.

• reporting on those leads
• communicating with those leads
• closing sales with those leads
• delivering those leads at a sensible cadence

Situation: Goat Splat is the latest up-and-coming punk band in Perth, Australia. Previously, their live shows were poorly attended because their international fanbase had trouble getting to Perth (it’s a bit out of the way regardless of where you’re coming from). To remedy this, Goat Splat is experimenting with live streaming their shows so fans can attend without having to travel. This is an example of:

• Adding force
• Removing friction
• Adding good friction
• Adding bad friction

• This SLA’s requirements focus on the wrong activities.
• This SLA’s requirements aren’t specific enough.
• This SLA is missing a requirement.
• No change needed.

Which is more important for scaling an organization, alignment or strategy?

• Alignment and strategy are about equally important
• Strategy is more important than alignment
• Alignment is more important than strategy
• Neither alignment or strategy is all that vital

True or false? Aligning your sales team’s incentives with your customers’ long-term success will create delight for your customers.

True or false? According to the cost of poor quality, if your products were perfect, you could save 100% of the cost of appraising them.

True or false? No sales process is perfect.

What is the difference between a customer-in strategy and a function-out strategy?

• A customer-in strategy focuses on providing an excellent experience to customers, while a function-out strategy focuses on enabling internal teams within their current confines.
• A customer-in strategy focuses on bringing customers into your flywheel, while a function-out strategy focuses on more mathematical approaches to increasing revenue.
• A customer-in strategy prioritized the needs of your customer-facing teams, while a function-out strategy emphasizes the importance of operations and other back office teams.
• Customer-in and function-out are two different names for the same RevOps approach to creating a functional customer strategy.

Situation: Maria’s Seltzer Broth produces a wide array of ready-made carbonated soups. Be sure to look for the hand-labeled cans at your local grocer! But, labeling cans by hand frequently causes errors, and customers who purchase a can labeled Bubbly Beef sometimes find that the can actually contains Chipper Chicken. The disappointed customers call Maria’s hotline, and the support team has to correct the mistake. According to The Cost of Poor Quality, what category does this cost belong to?

• Internal failure
• External failure
• Appraisal
• Prevention