CST CST Sales Coaching & Mentoring 2 — Questions and Answers
Question 1: The '70-20-10' learning model applied to sales coaching suggests that the majority of skill development comes from:
- Formal classroom training (70%)
- On-the-job experience and stretch assignments (70%) (Correct answer)
- Peer learning and mentoring (70%)
- Self-directed online courses (70%)
Correct 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.
Question 2: Which coaching style is MOST appropriate when a rep has high competence but low commitment?
- Directing (high task, low relationship)
- Supporting (low task, high relationship) (Correct answer)
- Delegating (low task, low relationship)
- Coaching (high task, high relationship)
Correct answer: Supporting (low task, high relationship)
According to situational leadership, a supportive style addresses motivation issues in competent but uncommitted individuals.
Question 3: During a coaching debrief, a trainer notices a rep attributing missed quota entirely to poor leads. This is an example of:
- Self-efficacy
- External locus of control (Correct answer)
- Cognitive dissonance
- Growth mindset
Correct answer: External locus of control
External locus of control occurs when a person attributes outcomes to outside forces rather than their own actions.
Question 4: A coaching conversation that focuses exclusively on what the rep did wrong is MOST likely to result in:
- Faster skill acquisition
- Defensive behavior and reduced openness to future coaching (Correct answer)
- Higher close rates within 30 days
- Increased pipeline activity
Correct answer: Defensive behavior and reduced openness to future coaching
One-sided negative feedback triggers defensiveness, which blocks the psychological openness needed for learning.
Question 5: When setting a coaching goal for a rep improving discovery questioning, the goal should be:
- Increase overall revenue by 20% this quarter
- Ask at least three open-ended questions in every discovery call this week (Correct answer)
- Become a better communicator
- Complete the discovery training module by end of month
Correct 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.
Question 6: Which approach BEST helps a sales trainer ensure coaching insights are applied consistently after sessions end?
- Sending a follow-up email recap with action items and a check-in date (Correct answer)
- Filing coaching notes in the LMS with no follow-up
- Scheduling the next session six months later
- Reporting outcomes directly to the CEO
Correct 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.
CST CST Sales Coaching & Mentoring 2
The '70-20-10' learning model applied to sales coaching suggests that the majority of skill development comes from: