Section 1 - Instruction

You've learned the four communication styles and how to adapt your approach. Time to practice matching your management style to each type of salesperson.

Remember: same coaching message, different delivery for maximum impact with your sellers.

Engagement Message

Which type of salesperson do you find most challenging to manage?

Section 2 - Practice

Type

Sort Into Boxes

Practice Question

Sort these sales behaviors into the correct style categories.

Labels

  • First Box Label: Analytical
  • Second Box Label: Driver

First Box Items

  • research prospects
  • detailed reports
  • long sales cycles

Second Box Items

  • close fast
  • skip paperwork
  • quota focused
Section 3 - Practice

Type

Fill In The Blanks

Markdown With Blanks

Fill in the best coaching approach for each salesperson type when discussing performance.

For an Analytical salesperson: "[[blank:Looking at]] your call metrics, let's identify improvement areas."

For an Expressive salesperson: "[[blank:Imagine how]] we could boost your numbers and recognition!"

Suggested Answers

  • Looking at
  • Imagine how
  • Bottom line
  • Let's discuss how
Section 4 - Practice

Type

Multiple Choice

Practice Question

Your salesperson always asks "How will this change affect the whole team?" Which communication style do they likely prefer?

A. Analytical - they want sales data and facts B. Driver - they want quick quota results C. Amiable - they consider team harmony D. Expressive - they want big picture vision

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