CST CST Sales Coaching & Mentoring

Question 1

Which coaching model is most widely recommended for sales trainers conducting one-on-one rep development sessions?

Accepted Answer

GROW (Goal, Reality, Options, Will)

Answer

SMART goal setting only

Answer

SPIN Selling framework

Answer

Challenger Sale model

Question 2

When a sales coach observes a rep in a live call, the most effective immediate follow-up is to:

Accepted Answer

Deliver feedback within hours using a structured debrief

Answer

Wait 24 hours then send a written review

Answer

Only give positive feedback to avoid discouraging the rep

Answer

Report observations directly to the sales manager

Question 3

A new sales trainer is coaching a veteran rep who resists feedback. The BEST first step is to:

Accepted Answer

Establish psychological safety and agree on coaching ground rules

Answer

Escalate resistance to HR immediately

Answer

Skip coaching and rely on group training only

Answer

Assign mandatory remedial training modules

Question 4

In a peer mentoring program for sales teams, the PRIMARY benefit compared to manager-led coaching is:

Accepted Answer

Relatable real-world insights shared without hierarchy barriers

Answer

Reduced training budget

Answer

Faster product knowledge transfer

Answer

Elimination of formal performance reviews

Question 5

Which metric BEST indicates whether sales coaching sessions are producing behavior change on calls?

Accepted Answer

Pre/post call observation scores on a skills rubric

Answer

Number of coaching sessions completed

Answer

Rep self-reported satisfaction scores

Answer

Number of training hours logged in the LMS

Question 6

A CST trainer wants to build a sustainable internal coaching culture on a sales floor. Which action is most impactful long-term?

Accepted Answer

Training frontline managers to coach using a consistent methodology

Answer

Mandating weekly 1:1s without a framework

Answer

Hiring external coaches for every rep

Answer

Relying solely on online microlearning modules