Section 1 - Instruction

We've learned that feedback can trigger a 'fight, flight, or freeze' response if not delivered carefully. The SBI (Situation-Behavior-Impact) model helps us provide specific, objective feedback to our sales team members.

Engagement Message

Let's practice applying these concepts to sales coaching! Are you set?

Section 2 - Practice

Type

Multiple Choice

Practice Question

Which of the following best describes the 'freeze' response when a sales rep receives feedback?

A. Arguing about the feedback's accuracy. B. Bringing lots of counter-arguments. C. Quickly agreeing to end the conversation. D. Going blank and being unable to process information.

Suggested Answers

  • A
  • B
  • C
  • D - Correct
Section 3 - Practice

Type

Fill in The Blanks

Markdown With Blanks

To make sales feedback specific, the SBI model uses:

  • [[blank:Situation]] (when/where it happened),
  • [[blank:Behavior]] (what you observed), and
  • [[blank:Impact]] (the result).

Suggested Answers

  • Situation
  • Behavior
  • Impact
  • Intention
  • Judgment
  • Assumption
Section 4 - Practice

Type

Sort Into Boxes

Practice Question

Sort these phrases based on whether they promote psychological safety or trigger a threat response in sales coaching.

Labels

  • First Box Label: Promotes Safety
  • Second Box Label: Triggers Threat

First Box Items

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