CST Performance Evaluation & Continuous Improvement 2

Question 1

A sales trainer notices that reps consistently underperform in the closing stage. Which evaluation approach best isolates this specific gap?

Accepted Answer

Use stage-by-stage funnel conversion rate analysis

Answer

Funnel conversion rate analysis by stage pinpoints exactly where deals are lost, enabling targeted coaching interventions.

Question 2

Which principle underlies the 'feedforward' technique used in sales coaching evaluations?

Accepted Answer

Providing future-oriented suggestions rather than critiquing past behavior

Answer

Feedforward focuses on actionable future behaviors rather than dwelling on past mistakes, making it more constructive and forward-looking.

Question 3

A CST is evaluating whether a new objection-handling training module was effective. The MOST valid post-training metric would be:

Accepted Answer

Win rate on deals where objections were raised after training

Answer

Win rate on objection-heavy deals directly measures whether reps can now convert prospects who raise concerns, validating training effectiveness.

Question 4

In Kirkpatrick's Four-Level Model, Level 3 (Behavior) evaluates:

Accepted Answer

Transfer of learning to on-the-job performance over time

Answer

Level 3 assesses whether learners apply newly acquired skills back on the job, measuring behavioral transfer rather than just knowledge.

Question 5

Which scenario BEST demonstrates a leading indicator of future sales performance?

Accepted Answer

Number of qualified discovery calls booked this week

Answer

Discovery calls booked this week are a leading indicator because they predict future pipeline health before revenue is realized.

(CST) Certified Sales Trainer Practice Test