Qualtrics Quiz

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What model did Ryan and Dan Watkins develop and implement?

Inside-sales-only model (correct)

Direct-to-consumer model

Outside-sales-only model

Hybrid sales model

How did Ryan approach hiring for the sales team?

Hired only young individuals with high education

Limited hiring to a specific gender

Focused only on experienced sales professionals

Aggressively hired people from diverse backgrounds (correct)

What was the outcome of implementing the inside-sales-only model at Qualtrics?

Triple-digit sales growth (correct)

Decrease in the sales team size

Decrease in revenue

Stagnant sales growth

Why did Ryan consider a shift to a field sales model?

To align with competitors' strategies (B) Signup and view all the answers

What was one of Ryan's concerns about adding a field sales team?

Conflict with the company's culture (C) Signup and view all the answers

Who prepared the case with the assistance of Kay R. Koo?

HBS Professor Doug J. Chung (A) Signup and view all the answers

Which investment firm provided Qualtrics with its first institutional investments?

Accel Partners (D) Signup and view all the answers

Which of the following was NOT one of the product lines offered by Qualtrics?

Qualtrics 300 (B) Signup and view all the answers

Who was the main competitor for Qualtrics' Research Suite product?

SurveyMonkey (D) Signup and view all the answers

In which sector did Qualtrics face competition from SAP SuccessFactors and IBM Kenexa?

Human Resources (D) Signup and view all the answers

What role did Dan Watkins hold when he initially joined Qualtrics?

Regular sales rep (C) Signup and view all the answers

What sales model did Qualtrics rely on since the beginning?

Over-the-phone-based inside sales model (C) Signup and view all the answers

How did Watkins contribute to improving sales performance as a team leader?

Developed a sales process diagnosis framework (B) Signup and view all the answers

How much funding did Qualtrics receive in series A funding to scale its business operations?

$70 million (C) Signup and view all the answers

What did Watkins do when he was promoted to head of (inside) sales?

Overseeing the entire sales organization (D) Signup and view all the answers

How did Watkins involve his team members in developing the diagnostic model of the sales process?

Gave each team member an equal voice (B) Signup and view all the answers

What information did Watkins collect on the transition rate at each stage of the sales process?

Answer rate, set rate, show-up rate, conversion rate, and win rate (D) Signup and view all the answers

Which position was Watkins promoted to after being a team leader at Qualtrics?

(Inside) Sales head (C) Signup and view all the answers

What was one of the main purposes of Odo mentioned in the text?

To track sales reps' productivity and performance metrics (C) Signup and view all the answers

How did Odo contribute to accelerating the onboarding process for new employees?

By providing transparency to observe and model behavior after top reps (A) Signup and view all the answers

What happened if a salesperson failed to meet both the point and revenue quotas according to the text?

Diagnosed as 'in trouble' or 'a rising star' by the team leader (C) Signup and view all the answers

What was the consequence for a sales rep consistently not meeting any of their quotas?

Course of termination (C) Signup and view all the answers

How did Qualtrics' headquarters reflect its culture, as mentioned in the text?

By embracing an open office floorplan with transparent workspaces (A) Signup and view all the answers

What was the significance of glass walls in Qualtrics' headquarters?

To enhance transparency in the work environment (C) Signup and view all the answers

What is the main subject of the text provided?

Sales performance evaluation (D) Signup and view all the answers

Who is mentioned as the founder of Qualtrics in the text?

Ryan Smith (C) Signup and view all the answers

What is the focus of the article by Mike Maughan mentioned in the text?

Employee engagement (B) Signup and view all the answers

Which company invested $70 million in Qualtrics according to the text?

Accel (C) Signup and view all the answers

When was the article by Julie Bort accessed according to the text?

October 26, 2017 (D) Signup and view all the answers

What location is mentioned as the Qualtrics headquarters in the text?

Provo, Utah (D) Signup and view all the answers