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 enablement leader wants to build a scalable coaching culture. Which action has the highest leverage?

    Answer: Train frontline sales managers to coach effectively and hold them accountable for it

    Equipping frontline managers as skilled coaches scales the coaching capacity across the entire sales force.

  2. When a coaching conversation shifts into mentoring, the relationship dynamic changes because:

    Answer: The guide introduces personal experience and advisory input rather than purely asking questions

    Mentoring adds the mentor's own story and perspective, whereas coaching stays largely question-driven and coachee-led.

  3. Which coaching cadence is generally most effective for developing early-career sales reps?

    Answer: Frequent short sessions (weekly or bi-weekly) with specific skill focus

    Frequent, focused sessions build habits through spaced practice and timely feedback while skills are still being formed.

  4. A manager coaches using mostly closed questions (yes/no answers). The primary risk is:

    Answer: The rep fails to develop autonomous problem-solving and insight

    Closed questions limit exploration and keep the rep dependent on the manager for answers rather than developing their own thinking.

  5. In the context of ATD sales enablement, 'coaching for performance' differs from 'coaching for development' primarily in:

    Answer: Performance coaching addresses immediate gaps tied to results; development coaching builds long-term capability

    Performance coaching is reactive and result-focused while development coaching is proactive and future-focused.

  6. What is the primary purpose of establishing a coaching agreement at the start of a relationship?

    Answer: To align expectations, define confidentiality, and clarify roles between coach and coachee

    A coaching agreement creates psychological safety and shared understanding of how the relationship will work.

  7. A sales mentor introduces a mentee to key stakeholders across the organization. This is an example of:

    Answer: Sponsorship behavior that extends the mentee's network and visibility

    Opening doors and making introductions is a sponsorship function of mentoring that accelerates career growth beyond skill building.