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

The GROW model provides a structured framework for coaching conversations that helps reps discover their own solutions.

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

Diagnosing the root cause—skill, will, or process—determines the correct intervention and avoids misapplied solutions.

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

CRM data reveals patterns in rep activity and outcomes, giving managers objective evidence to guide coaching conversations.

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

Collaborative call review identifies specific weaknesses in opening and qualification, enabling targeted skill improvement.

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

Micro-goals break large development objectives into achievable steps, sustaining motivation and providing frequent positive feedback.

(IS) Inbound Sales Certification Practice Test