Managing a Sales Team Quiz

Elise is typically a top performer, but she has been struggling to meet her sales goals lately. As her sales manager, you need to respond—but how should you approach her? Choose the correct answer(s) below.

True or false? The skills you’ll use as a sales manager are the same skills that have made you successful as a salesperson.

Below on the left are three common challenges salespeople encounter during their transition to sales management. Match each challenge to the correct strategy for overcoming it.

True or false? A sales process is most effective when it includes only three stages.

Match each of the common sales process stages on the left with their descriptions on the right.

Hannah is a new sales manager at a small startup. In examining the areas where her reps are bogged down, Hannah notices that her team spends a lot of time scouring social media for potential customers. Which automation tool should she choose to help her reps with this process?

William is a new sales manager at a small startup. His reps spend a lot of time determining which leads to contact first. Which automation tool would help streamline that process?

Your team has been using the Challenger Sale methodology for several years with success. In recent months, however, a competitor launched an innovative new product line, rendering your offering obsolete. While your company works to improve its products and regain its position in the market, which sales methodologies are versatile alternatives to your current selling approach? Select all answers that apply.

Rashid has 1,260 “selling hours” per year. On average, it takes his team 10 hours to close a deal. Rashid’s sales manager gave him a quota of 150 closed deals this year. Is this likely to be a realistic or unrealistic sales quota? Choose the correct answer below.

Below on the left are the three sales forecasting methods we covered. Match each forecasting method to its description on the right.

A team goal isn’t as important as your reps attaining quotas.

A manager should provide information to help their team.

You should track as many KPIs as possible.

To improve team performance, you need a common goal.

KPIs help track progress toward your goal.

A manager only needs to provide relevant data for each rep.

Matching activity. Match each description to the correct term. 

The growth of your customer base has been steady—but slow. You want to increase the number of potential customers in your sales pipeline by 15% this month. Which sales personality is more likely to help you achieve this goal?

You’ve succeeded in growing your sales pipeline. With the additional business in your pipeline, you’re looking to bring on another sales rep. You need someone who specialises in managing customer accounts over the long term. What traits should you look for as you interview candidates?

A sales process is like a road map your reps can follow to stay on track while working with customers.