Section 1 - Instruction

You've learned what adaptive sales leadership means. Now let's practice recognizing when to use it versus when traditional approaches work fine with your sales team.

The key is spotting the signals that your usual coaching method might not be the best choice for each rep.

Engagement Message

What's one sales situation where you wish you had tried a different coaching approach?

Section 2 - Practice

Type

Multiple Choice

Practice Question

Carlos always gives direct, numbers-focused feedback to his sales reps. This approach works well with most people, but today he notices Jamie looking overwhelmed and asking questions about client relationship strategy. What should Carlos recognize?

A. Jamie isn't focused enough on hitting quotas B. Jamie needs more relationship-focused coaching than his usual numbers approach provides C. Jamie should learn to adapt to his results-driven style D. His direct approach is always the most effective

Suggested Answers

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

Type

Sort Into Boxes

Practice Question

Sort these sales leadership scenarios into situations that need adaptive leadership versus those where traditional approaches work fine:

Labels

  • First Box Label: Needs Adaptation
  • Second Box Label: Traditional Works

First Box Items

  • New rep struggling with objections
  • Veteran rep losing motivation
  • Hunter avoiding relationship building
  • Closer avoiding prospecting

Second Box Items

  • Weekly pipeline reviews
  • Standard quota communications
  • Monthly performance reports
  • Territory assignment updates
Section 4 - Practice
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