IS Team Building & Development 4

Question 1

Which coaching model is most commonly recommended for sales managers conducting development conversations?

Accepted Answer

GROW model (Goal, Reality, Options, Will)

Answer

SPIN model

Answer

AIDA model

Answer

BANT model

Question 2

When a sales rep is underperforming, what should a manager investigate first?

Accepted Answer

Whether the issue is a skill gap, motivation gap, or process gap

Answer

Whether to terminate the rep immediately

Answer

Whether the rep's quota is too high

Answer

Whether the CRM data is accurate

Question 3

What role does CRM data play in developing an inbound sales team?

Accepted Answer

It provides objective performance data to identify coaching opportunities and track progress

Answer

It is only useful for billing and contracts

Answer

It replaces the need for manager observation

Answer

It is primarily used by marketing, not sales

Question 4

A sales team is struggling with low call-to-meeting conversion. Which team development activity is most likely to address this?

Accepted Answer

Listening to recorded calls together and workshopping opening and qualification techniques

Answer

Increasing the number of calls each rep makes daily

Answer

Switching the team to outbound strategies

Answer

Reducing the number of leads in the queue

Question 5

What is the value of setting 'micro-goals' for sales reps during development plans?

Accepted Answer

They create manageable milestones that build momentum and confidence

Answer

They replace the need for revenue targets

Answer

They reduce accountability for full-quota performance

Answer

They are only useful for new hires

Question 6

How does diversity within an inbound sales team benefit overall performance?

Accepted Answer

Diverse perspectives improve problem-solving and help the team connect with a broader range of buyers

Answer

It makes team management more complex with no performance benefit

Answer

It primarily benefits marketing and not sales

Answer

It reduces team cohesion by creating disagreements

Question 7

When a manager delivers feedback to a sales rep, which approach is most effective according to coaching best practices?

Accepted Answer

Immediate, specific, and behavior-focused feedback tied to observable actions

Answer

General feedback at year-end reviews for maximum impact

Answer

Only positive feedback to maintain morale

Answer

Written feedback submitted through HR channels