Section 1 - Instruction

You've learned the difference between observation and assumption. Now let's practice systematic performance analysis across different sales situations.

The key is collecting multiple data points before drawing any conclusions about a rep's capabilities or sales approach.

Engagement Message

Which sales team member would you like to observe more systematically?

Section 2 - Practice

Type

Multiple Choice

Practice Question

You observe that Sarah: closes deals quickly, focuses on quota numbers, pushes for immediate decisions, and drives conversations toward price. However, this week she's been building longer relationships and asking discovery questions. What's the best interpretation?

A. Sarah is actually a relationship seller who was pretending to be transactional B. Sarah is likely a transactional seller adapting to this week's prospects C. Sarah has permanently changed her sales approach D. Your previous observations were completely wrong

Suggested Answers

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

Type

Sort Into Boxes

Practice Question

Sort these sales management actions into systematic analysis vs. quick judgment approaches:

Labels

  • First Box Label: Systematic Analysis
  • Second Box Label: Quick Judgment

First Box Items

  • Collecting multiple data points
  • Looking for patterns
  • Considering context
  • Checking assumptions

Second Box Items

  • One call = one label
  • Instant categorization
  • Ignoring contradictions
  • Permanent conclusions
Section 4 - Practice
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