HubSpot Revenue Operations Certification Exam AnswersÂ
🔥 Do you need other digital marketing services, visit Digital Shop. 🔥
Get Other Digital Marketing Services
Sample: HubSpot Revenue Operations Certification Exam Answers 2022
- 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.
- True
- False
True or false? You need an advanced degree in order to be a qualified RevOps professional.
- True
- False
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
- Adding force
- Removing friction
- Adding good friction
- Adding bad friction
- Adding force
- Removing friction
- Adding good friction
- Adding bad friction
- Adding force
- Removing friction
- Adding good friction
- Adding bad friction
- Adding force
- Removing friction
- Adding good friction
- Adding bad friction
- Adding force
- Removing friction
- Adding good friction
- Adding bad friction
- 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.
- 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.
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
Evaluate this step of a sales process: Buyer submitted “Contact Sales” form.
- 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.
- Process definition
- Data governance
- Tech stack management
- None of the above
- Process definition
- Data governance
- Tech stack management
- None of the above
- Process definition
- Data governance
- Tech stack management
- None of the above
- Process definition
- Data governance
- Tech stack management
- None of the above
- Process definition
- Data governance
- Tech stack management
- None of the above
- Process definition
- Data governance
- Tech stack management
- None of the above
- A3 Template
- Income statement
- Cashflow statement
- Balance sheet
What accounting tool shows the net amount of money moving in and out of your business?
- A3 Template
- Income statement
- Cashflow statement
- Balance sheet
- Internal failure
- External failure
- Appraisal
- Prevention
- Internal failure
- External failure
- Appraisal
- Prevention
- Internal failure
- External failure
- Appraisal
- Prevention
- Internal failure
- External failure
- Appraisal
- Prevention
- 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.
- 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.
- 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.
- True
- False
- An experienced operations leader
- A transitioning generalist
- A credentialed specialist
- Now is not the right time to hire anybody
- An experienced operations leader
- A transitioning generalist
- A credentialed specialist
- Now is not the right time to hire anybody
- An experienced operations leader
- A transitioning generalist
- A credentialed specialist
- Now is not the right time to hire anyone
- 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 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.
- 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.
- True
- False
- the amount of force
- the potential revenue
- the level of value
- the amount of effort
- True
- False
- generating revenue
- delivering a remarkable customer experience
- creating online content
- closing more sales
- True
- False
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
True or false? Changes in working capital are subtracted from net income on the cash flow statement.
- True
- False
- True
- False
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
- True
- False
- reporting on those leads
- communicating with those leads
- closing sales with those leads
- delivering those leads at a sensible cadence
True or false? When sales is contacting marketing qualified leads, faster is always better.
- True
- False
- buyer-centric
- revenue-driven
- repeatable
- unique
True or false? Every step in your sales process needs clearly defined exit criteria.
- True
- False
- show
- sell
- hide
- not do
True or false? No sales process is perfect.
- True
- False
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
- Adding force
- Removing friction
- Adding good friction
- Adding bad friction
Evaluate this SLA: Sales will contact all marketing qualified leads within five minutes.
- 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.
- True
- False
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: Product demonstrated.
- This step isn’t required.
- This step isn’t factual.
- This step isn’t inspectable.
- This step isn’t buyer-centric.
- Process definition
- Data governance
- Tech stack management
- None of the above
- 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.
- 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.
- An experienced operations leader
- A transitioning generalist
- A credentialed specialist
- Now is not the right time to hire anybody
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
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
- 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
Fill in the blank: Tools typically ______ whatever processes you have in place.
- accelerate
- complicate
- simplify
- redefine
- True
- False
Fill in the blank: Accounts payable and income taxes are examples of _____.
- current assets
- current liabilities
- fixed assets
- COGS
- True
- False
- 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 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: 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: 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.
What accounting tool reports on revenue and expenses over a period of time?
- A3 Template
- Income statement
- Cashflow statement
- Balance sheet
- Internal failure
- External failure
- Appraisal
- Prevention
- revenue
- cashflow
- profit margin
- equity
- Internal failure
- External failure
- Appraisal
- Prevention
- 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.
Fill in the blank: Your _____ is the foundation of everything your sales team does.
- company revenue goal
- sales process
- online presence
- sales methodology
- True
- False
- True
- False