CSM Sales Team Leadership & Development 3

Question 1

Which of the following BEST describes servant leadership as applied to a sales team?

Accepted Answer

The manager removes obstacles so the team can perform at their best

Answer

Servant leadership centers on the leader's role in enabling team success by removing barriers and providing resources.

Question 2

A sales manager has a team of seven reps. To maximize development effectiveness, how often should individual one-on-ones ideally occur?

Accepted Answer

Weekly or bi-weekly

Answer

Weekly or bi-weekly one-on-ones allow for timely coaching, pipeline reviews, and issue resolution before problems escalate.

Question 3

When a sales manager sets activity-based metrics (calls, demos, proposals), the PRIMARY goal is to:

Accepted Answer

Create leading indicators that predict future revenue outcomes

Answer

Activity metrics are leading indicators that give managers visibility into pipeline health before results materialize.

Question 4

A newly promoted sales manager is tempted to keep closing deals personally to help the team hit quota. This behavior is MOST likely to cause:

Accepted Answer

Stunted rep development and unhealthy manager dependency

Answer

When managers habitually rescue deals, reps fail to develop closing skills and become dependent rather than self-sufficient.

Question 5

Which technique is MOST effective for identifying a sales rep's skill gaps versus will gaps?

Accepted Answer

Observe call recordings and compare performance data against peer benchmarks

Answer

Combining call observation with data analysis reveals whether a rep lacks the skill or the motivation to perform.

(CSM) Certified Sales Manager Practice Test