CST Sales Coaching & Mentoring Flashcards

Which coaching model is most widely recommended for sales trainers conducting one-on-one rep development sessions?

Answer: GROW (Goal, Reality, Options, Will)

The GROW model provides a structured coaching conversation flow covering Goal, Reality, Options, and Will/Way Forward.

When a sales coach observes a rep in a live call, the most effective immediate follow-up is to:

Answer: Deliver feedback within hours using a structured debrief

Timely, structured debriefs while the experience is fresh maximize learning transfer and behavior change.

A new sales trainer is coaching a veteran rep who resists feedback. The BEST first step is to:

Answer: Establish psychological safety and agree on coaching ground rules

Psychological safety allows experienced reps to be open to feedback without feeling threatened.

In a peer mentoring program for sales teams, the PRIMARY benefit compared to manager-led coaching is:

Answer: Relatable real-world insights shared without hierarchy barriers

Peers share experiences at the same level, removing the authority dynamic that can suppress candid discussion.

Which metric BEST indicates whether sales coaching sessions are producing behavior change on calls?

Answer: Pre/post call observation scores on a skills rubric

A skills rubric applied before and after coaching objectively measures whether targeted behaviors have improved.

A CST trainer wants to build a sustainable internal coaching culture on a sales floor. Which action is most impactful long-term?

Answer: Training frontline managers to coach using a consistent methodology

Enabling managers with a shared coaching methodology multiplies impact because coaching happens daily at the frontline level.