BigHand Situational Leadership Quiz

The three elements of the Trust Triad in correct order are:

In the Trust Triad, character is about establishing personal credibility and competence is about establishing:

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

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

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.

Oliver is going over a form in Sales Force line by line by line with one of his sales team members who isn’t filling it out completely. This salesperson knows how to fill out the form, and has done it many times before, she just doesn’t think it’s important because no one uses the information she provides. Oliver is using:

Taylor has asked one of her seasoned sellers to lead the next sales team meeting. He’s never led a sales team meeting before and is really excited to do it. But Taylor doesn’t want to be seen as a micromanager, so she’s letting him figure it out on his own with little input from her. Taylor is using:

One of Henry’s sales team members has begun to go backwards in his development. In their weekly one-on-one, Henry asks a series of open-ended questions to find out what’s going on before drawing any conclusions or offering any advice. Henry is managing regression by using:

One of Mia’s sales team members insists she’s at Development Level 4 when it comes to setting next steps with a buyer. Mia disagrees, but instead of arguing with this rep, she’s chosen to go with her assessment but checks in every other day or so about it. Mia is managing disagreement on development by:

Micromanagement isn’t providing direction when direction is needed. It’s continuing to provide direction when it’s no longer needed.