Coaching, Onboarding & Talent Development Flashcards
7 cards from real ATD practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Coaching, Onboarding & Talent Development flashcards as text
Which onboarding milestone is most critical for reducing early sales rep attrition?
Answer: Building peer relationships and manager trust
Early relationship-building with peers and managers is the strongest predictor of new-hire retention during onboarding.
A sales manager wants to move a rep from unconscious incompetence to conscious incompetence. What is the best approach?
Answer: Provide direct feedback with specific behavioral examples
Moving to conscious incompetence requires direct, specific feedback that makes the rep aware of their skill gaps.
In a coaching conversation, when should a sales coach shift from asking questions to providing direct instruction?
Answer: When the rep lacks foundational knowledge needed to self-discover
Direct instruction is appropriate when a rep lacks the baseline knowledge required to benefit from self-discovery coaching.
Which metric best indicates that a sales onboarding program is achieving productivity ramp goals?
Answer: Time-to-first-deal and ramp-to-quota attainment rate
Time-to-first-deal and ramp-to-quota rate directly measure whether onboarding is accelerating sales productivity.
What is the primary purpose of a 30-60-90 day onboarding plan for sales reps?
Answer: To set clear milestones that align learning with increasing performance expectations
A 30-60-90 day plan structures progressive milestones that link learning activities to escalating performance expectations.
A talent development leader wants to identify high-potential sales reps for future leadership roles. Which assessment approach is most predictive?
Answer: Structured behavioral interviews combined with 360-degree feedback
Combining structured behavioral interviews with multi-rater 360 feedback provides the most valid prediction of leadership potential.
Which coaching style is most appropriate for a highly experienced sales rep who is underperforming due to motivational issues rather than skill gaps?
Answer: Facilitative coaching to explore goals, values, and barriers
Facilitative coaching helps motivated but disengaged reps reconnect with personal goals and identify internal barriers to performance.