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#1. Playbooks should communicate your __ as well as plays.*

#2. Who is the real customer of your playbooks?*

#3. A playbook is only as good as the __ it contains*

#4. For the best buyer personas, talk to __*

#5. Your sales decks should be a __*

#6. What’s the primary purpose of onboarding?*

#7. During onboarding, what should reps always know?*

#8. Which is best—30, 60, or 90-day ramp?*

#9. How should you hire reps?*

#10. Should you allow experienced or enterprise reps to skip training?*

#11. Allowing reps to fail in front of customers is a good way to*

#12. What’s the only guaranteed thing in sales?*

#13. Which is not a phase of salespeople you should hire as the business grows?*

#14. What are two good ways to develop relationships with sales leaders? (Select Two)*

Check in every day

Deliver value in meetings

Do them favors

Have skip-level meetings with their boss

#15. Create a culture where people*

#16. A good way to encourage people to share problems is to publish a __*

#17. Each rank of salesperson thinks on a different what?*

#18. Keep sales tools as __ as possible*

#19. People tend to buy software to solve what is actually a __ issue*

#20. An architecture review board __*

#21. Every system needs a(n)*

#22. Buy the more complete CRM if you’ll... (check all that apply)*

Have a complex sales team

Have extra budget

Have multiple products

Need automation

#23. Try to __ your internal systems across geographies*

#24. You can buy into the vendor’s vision, but you should never buy the*

#25. Integrations are always __ than you imagine

#26. ___ platforms is better*

#27. Run a tech evaluation *

#28. Streamline systems for the most __ use cases*

#29. Cutting extra software is a*

#30. Sales reps need repeated and consistent access to

#31. What is not one of the most common learning styles? *

#32. What are two reasons for ongoing training and certification? (select two)*

It’s a best practice

Reinforces that learning is important

Reps love it

Creates a baseline

#33. One of the most powerful retention tools is *