Practice Test Geeks(ATD) ATD Sales Enablement Certification Practice Test
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Coaching, Onboarding & Talent Development Flashcards

7 cards from real ATD practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Coaching, Onboarding & Talent Development flashcards as text

  1. In sales talent development, what does the 70-20-10 learning model suggest about formal training programs?

    Answer: They account for only 10% of meaningful learning and development

    The 70-20-10 model holds that 10% of development comes from formal training, 20% from social learning, and 70% from on-the-job experience.

  2. A new sales rep is struggling to handle price objections despite multiple role-play sessions. What is the most likely root cause?

    Answer: Lack of confidence in the company's value proposition

    Price objection struggles often stem from a rep's inability to articulate and believe in the product's value, not from scripting gaps.

  3. Which element is most essential in a coaching contract established at the start of a coaching engagement?

    Answer: Mutual agreement on goals, confidentiality, and expectations

    A coaching contract must establish mutual agreement on goals, confidentiality norms, and expectations to create psychological safety.

  4. What is the key difference between mentoring and coaching in a sales talent development context?

    Answer: Mentoring shares experience and wisdom while coaching develops self-directed capability

    Mentoring transfers the mentor's knowledge and experience, while coaching develops the learner's own problem-solving and self-awareness.

  5. During onboarding, a new sales rep receives conflicting messages about the sales process from their manager and their assigned buddy. How should the onboarding program address this?

    Answer: Establish a single source of truth through documented sales playbooks

    Documented sales playbooks provide a consistent reference that resolves conflicting guidance and standardizes the onboarding experience.

  6. A sales enablement leader is designing a coaching certification program for frontline managers. Which competency should be weighted most heavily?

    Answer: Active listening and powerful questioning techniques

    Active listening and powerful questioning are the core skills that differentiate effective coaches from directive managers.

  7. What is the most effective way to sustain behavior change after a sales coaching intervention?

    Answer: Create an action plan with the rep and reinforce through regular check-ins

    Co-created action plans combined with regular reinforcement check-ins are the most effective mechanisms for sustaining post-coaching behavior change.