Section 1 - Instruction

You've learned the SBI framework: Situation-Behavior-Impact. Now let's practice building these statements for sales performance conversations until they become second nature.

Remember: specific, observable sales behaviors feel less threatening than judgments about performance or ability.

Engagement Message

What's the key difference between saying "you're not hitting targets" and describing specific observable sales behaviors?

Section 2 - Practice

Type

Fill In The Blanks

Markdown With Blanks

Let's practice turning vague sales feedback into clear SBI statements. A sales rep is struggling with client follow-up.

Bad feedback: "You're not staying on top of your prospects and losing deals."

Good SBI: "In last month's [[blank:pipeline review]] (Situation), three prospects hadn't been contacted for [[blank:two weeks]] after their initial demos (Behavior). We lost two of those deals to [[blank:competitors]] who stayed more engaged (Impact)."

Suggested Answers

  • pipeline review
  • two weeks
  • competitors
  • other reps
Section 3 - Practice

Type

Multiple Choice

Practice Question

Which of these represents the best "Behavior" component of SBI feedback for sales performance?

A. "You have a poor attitude with clients" B. "You seem uninterested in closing deals" C. "You made only four prospecting calls this week instead of the target twenty" D. "You're not being aggressive enough in sales"

Suggested Answers

  • A
  • B
  • C - Correct
  • D
Section 4 - Practice

Type

Swipe Left or Right

Practice Question

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