CST CST Sales Coaching & Mentoring

Question 1

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

Accepted Answer

GROW (Goal, Reality, Options, Will)

Answer

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

Question 2

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

Accepted Answer

Deliver feedback within hours using a structured debrief

Answer

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

Question 3

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

Accepted Answer

Establish psychological safety and agree on coaching ground rules

Answer

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

Question 4

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

Accepted Answer

Relatable real-world insights shared without hierarchy barriers

Answer

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

Question 5

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

Accepted Answer

Pre/post call observation scores on a skills rubric

Answer

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

(CST) Certified Sales Trainer Practice Test