Practice Test Geeks(ATD) ATD Sales Enablement Certification Practice Test
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Sales Coaching & Mentorship 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 Sales Coaching & Mentorship flashcards as text

  1. A sales manager notices a rep consistently loses deals at the negotiation stage. Which coaching approach is most effective?

    Answer: Role-play specific negotiation scenarios with the rep and debrief immediately after

    Role-playing targeted scenarios with immediate debriefing addresses the specific skill gap through deliberate practice and real-time feedback.

  2. What does the GROW coaching model's 'Will' stage primarily focus on?

    Answer: Confirming the coachee's commitment and specific actions they will take

    The 'Will' stage in GROW establishes commitment by agreeing on concrete next steps and accountability measures.

  3. A mentor in a sales organization is most distinguished from a coach by:

    Answer: Providing advice based on personal experience and longer-term career guidance

    Mentors draw on their own experience to offer wisdom and career guidance, whereas coaches primarily use questioning to unlock the coachee's own thinking.

  4. During a ride-along, a coach should spend most of the time:

    Answer: Observing silently and taking notes for the post-call debrief

    Silent observation preserves the rep's ownership of the interaction and provides accurate data for a meaningful debrief afterward.

  5. Which metric best indicates the effectiveness of a sales coaching program over time?

    Answer: Improvement in individual rep win rates and quota attainment trends

    Changes in win rates and quota attainment directly reflect whether coaching is translating into improved selling performance.

  6. A new sales rep feels overwhelmed by too much feedback. The best mentorship response is to:

    Answer: Prioritize one or two key development areas and address others later

    Focusing on one or two priorities prevents cognitive overload while still driving meaningful improvement.

  7. In sales coaching, 'active listening' primarily means:

    Answer: Paraphrasing, asking clarifying questions, and avoiding interruptions to fully understand the rep

    Active listening involves reflecting, clarifying, and withholding judgment to create a safe space for honest dialogue.