CSM Sales Team Leadership & Development 2

Question 1

A sales manager notices that a top performer has become disengaged and their numbers have started slipping. What is the BEST first step?

Accepted Answer

Have a private one-on-one to understand what has changed for them

Answer

A private conversation to diagnose the root cause of disengagement is always the first step before taking any corrective action.

Question 2

Which coaching model is most widely applied in sales leadership to structure development conversations?

Accepted Answer

GROW model

Answer

The GROW model (Goal, Reality, Options, Will) is the most widely used coaching framework for structured development conversations.

Question 3

When building a new sales team from scratch, which hiring criterion should a sales manager prioritize above all others?

Accepted Answer

Demonstrated coachability and learning agility

Answer

Coachability and learning agility predict long-term development potential better than any single historical metric.

Question 4

A sales manager wants to increase intrinsic motivation across the team. Which approach is MOST effective?

Accepted Answer

Offer meaningful autonomy and clear purpose in their roles

Answer

Intrinsic motivation is best cultivated through autonomy, mastery, and purpose — not external rewards alone.

Question 5

What is the primary purpose of a sales team's onboarding program?

Accepted Answer

To reduce time-to-productivity for new hires

Answer

Effective onboarding is designed to accelerate new-hire ramp time so they reach full productivity as quickly as possible.

(CSM) Certified Sales Manager Practice Test