Section 1 - Instruction

Previously you learned how personality styles can mask true sales development stages. Now let's practice distinguishing between personality-driven behaviors and genuine sales development indicators.

The key is focusing on sales performance evidence rather than communication style when assessing competence and commitment in your sales team.

Engagement Message

Ready to become a personality-neutral sales assessment expert?

Section 2 - Practice

Type

Multiple Choice

Practice Question

Marcus rarely speaks up in team meetings and always asks "Should I proceed?" before closing deals. However, his quota attainment is consistently 110%+ and his deals close faster than team average.

What's the most accurate assessment of Marcus?

A. Disillusioned Learner - his hesitation shows low commitment B. Enthusiastic Beginner - he needs direction and support
C. Capable & Cautious - high competence, but personality affects expression D. Self-Reliant Achiever - his results speak for themselves

Suggested Answers

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

Type

Sort Into Boxes

Practice Question

Sort these observations into whether they indicate true sales development stage or are likely personality-driven behaviors.

Labels

  • First Box Label: Development Stage
  • Second Box Label: Personality Style

First Box Items

  • Hits quota consistently
  • Closes deals efficiently
  • Handles objections well

Second Box Items

  • Speaks quietly
  • Asks for reassurance
  • Avoids presentations
Section 4 - Practice
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