CST CST Sales Coaching & Mentoring 2

Question 1

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

Accepted Answer

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

Answer

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?

Accepted Answer

Supporting (low task, high relationship)

Answer

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:

Accepted Answer

External locus of control

Answer

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:

Accepted Answer

Defensive behavior and reduced openness to future coaching

Answer

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:

Accepted Answer

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

Answer

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

(CST) Certified Sales Trainer Practice Test