CST Sales Coaching & Mentoring Flashcards

The '70-20-10' learning model applied to sales coaching suggests that the majority of skill development comes from:

Answer: On-the-job experience and stretch assignments (70%)

The 70-20-10 model holds that 70% of learning occurs through on-the-job experience, 20% from social learning, and 10% from formal training.

Which coaching style is MOST appropriate when a rep has high competence but low commitment?

Answer: Supporting (low task, high relationship)

According to situational leadership, a supportive style addresses motivation issues in competent but uncommitted individuals.

During a coaching debrief, a trainer notices a rep attributing missed quota entirely to poor leads. This is an example of:

Answer: External locus of control

External locus of control occurs when a person attributes outcomes to outside forces rather than their own actions.

A coaching conversation that focuses exclusively on what the rep did wrong is MOST likely to result in:

Answer: Defensive behavior and reduced openness to future coaching

One-sided negative feedback triggers defensiveness, which blocks the psychological openness needed for learning.

When setting a coaching goal for a rep improving discovery questioning, the goal should be:

Answer: Ask at least three open-ended questions in every discovery call this week

Effective coaching goals are specific, observable, and time-bound behaviors — not outcomes or vague intentions.

Which approach BEST helps a sales trainer ensure coaching insights are applied consistently after sessions end?

Answer: Sending a follow-up email recap with action items and a check-in date

Written action items paired with a scheduled check-in create accountability and reinforce the coaching conversation.