APAC Sales Leader Cohort Quiz

1. The first question a Situational Sales Leader asks in assessing the development of a sales rep is:

2. The two dynamics Situational Sales Leadership uses to assess the development of a sales rep are:

3. Commitment in Situational Sales Leadership is the assessment of a salesperson’s:

4. Competence in Situational Sales Leadership is the assessment of a salesperson’s:

5. It is entirely possible for a salesperson to be at Development Level 1, 2, 3, and 4 all at the same time related to the various goals and tasks they need to complete.

6. The two dynamics that Situational Sales Leadership uses to respond to various development levels are:

7. Support provides sales reps with:

8. Which of these activities is not providing direction:

9. Which of the leadership styles affirms the enthusiasm of someone new to a goal or task and then leans in, giving clear instructions and concrete examples?

10. Which of the leadership styles has no margin for error? If you’re too directive, it doesn’t build a salesperson’s commitment. If you’re too supportive, it does doesn’t build a salesperson’s competence.

11. Which of the leadership styles asks lots of questions and listens, helping a salesperson hear their own voice and find their own way?

12. Which of the leadership styles pushes for little bit more—a stretch goal—so a more seasoned seller doesn’t get bored?

13. The correct spelling for Nick's surname is:

14. After clarifying the goal or task a sales rep needs to complete, next you assess competence by asking, "Is this salesperson learning how to do this goal or task or are they doing it already?"

15. James is excited to begin tackling his call list. He’s never been in sales before, but based on a YouTube video he just watched, all he has to do is pick up the phone and start “dialing for dollars.” On this task James is:

16. Emma is super frustrated trying to put together a competitive analysis her manager asked her to complete. She’s never done one before, doesn’t know where to start, and can’t make sense of any of the information he sent her. She’s seriously thinking of giving up on the project. On this task Emma is:

17. Mason doesn’t see any value in completing call reports in Sales Force. Although it’s easy for him to do, he doesn’t like doing it and feels that Big Brother is always watching him. On this task Mason is:

18. In a one-on-one with a new team member, Taylor is providing this salesperson with concrete examples of effective outbound phone prospecting. She’s also set up times where he can shadow the calls of other team members who excel at this task. Taylor is using:

19. Kyle is frustrated because another big deal he forecasted to close pushed to the next quarter. His manager let him vent his frustration but then worked with him to build close plans for key accounts in his pipeline. Kyle’s manager is using:

20. Oliver’s sales team is the top sales team in the company when it comes to lead generation. The head of sales wants them to assess a new outbound email marketing plan. Oliver has given the plan to the group, asked them to work on it together, and come to him with any questions. Oliver us using: