Section 1 - Instruction

You've now learned three sales development stages: Enthusiastic Beginner, Disillusioned Learner, and Capable & Cautious. Let's practice distinguishing between them with your sales team members.

Each stage has a unique competence and commitment combination that creates distinct sales behaviors and performance patterns.

Engagement Message

Which stage do you see most often in your sales team?

Section 2 - Practice

Type

Multiple Choice

Practice Question

Marcus has been on your sales team for six months. He consistently hits his quota and knows the product well, but always asks you: "Should I really be pursuing this big account? Maybe a senior rep would be better suited for it?"

What development stage is Marcus likely in?

A. Enthusiastic Beginner - high commitment, low competence B. Disillusioned Learner - low commitment, moderate competence
C. Capable & Cautious - low commitment, high competence D. None of these stages fit

Suggested Answers

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

Type

Sort Into Boxes

Practice Question

Sort these typical statements by the sales development stage most likely to say them.

Labels

  • First Box Label: Disillusioned Learner
  • Second Box Label: Capable & Cautious

First Box Items

  • "Selling is harder than expected"
  • "I'm not closing deals"
  • "Maybe I'm not cut out for sales"

Second Box Items

  • "Are you sure I should call them?"
  • "Just tell me which leads to pursue"
  • "I can handle it if needed"
Section 4 - Practice

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