Practice Test Geeks(ATD) ATD Sales Enablement Certification Practice Test
← All ATD Flashcard Decks

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 rep becomes defensive when receiving coaching feedback. The best immediate response is to:

    Answer: Acknowledge their feelings, ask what is driving the reaction, and listen without judgment

    Acknowledging defensiveness and exploring its source keeps the dialogue open and maintains the coaching relationship.

  2. In situational coaching, a highly skilled but unmotivated rep requires a style that emphasizes:

    Answer: Low direction but high support to re-engage motivation and commitment

    A competent rep does not need skill instruction; they need motivational support and recognition to re-engage.

  3. Which question type is most powerful for helping a rep generate their own solutions during a coaching session?

    Answer: Open reflective questions such as 'What options do you see?' or 'What would you do differently?'

    Open reflective questions activate the rep's own thinking, producing insights they are more likely to act on.

  4. A mentorship program pairs senior sellers with junior reps. To maximize ROI, program administrators should:

    Answer: Provide structured guidelines, check-in milestones, and defined goals for each mentoring pair

    Structure with flexibility ensures accountability and progress without over-burdening mentors or under-serving mentees.

  5. The 'insight gap' in a coaching conversation refers to:

    Answer: The distance between what the coachee currently knows and what they need to understand to improve

    Identifying the insight gap helps the coach choose questions and activities that bridge current understanding to desired behavior.

  6. How does a strengths-based coaching approach primarily benefit sales reps?

    Answer: It builds confidence and engagement by leveraging what reps already do well as a foundation for growth

    Strengths-based coaching accelerates development by amplifying existing capabilities rather than only targeting weaknesses.

  7. When should a sales coach transition a rep from structured coaching to more autonomous self-directed learning?

    Answer: When the rep consistently demonstrates mastery of the targeted skills and shows self-awareness of their development needs

    Autonomy is earned through demonstrated competence and self-awareness, not arbitrarily assigned by time or session count.