The purpose of this assessment is to confirm your understanding and application of the Sales Triage New Business principles.
Complete the assessment without reference materials, in quiet conditions, allowing up to 60 minutes.
“Knowing” is only part of mastery — practice and reflection turn knowledge into skill.
Section 1: Core Concepts
1. The New Business course focuses on creating opportunities with new prospects, not expanding existing client relationships. *
2. The primary goal of New Business activity is to… *
3. New Business success depends on consistent ______ and structured prospecting habits. *
4. Key qualities of a successful New Business professional include: *
5. The phrase “sales is a numbers game” reflects the right mindset for modern prospecting *
Section 2: Structure, Systems & Discipline
6. “The 20” refers to… *
7. What's the primary purpose of research before triggering your Playbook? *
8. Place the following in the correct order of what happens when managing The 20: *
9. When identifying your ideal suspects, what defines the “sweet spot”? *
10. A prospect leaves your “20” when … *
11. Match each possible outcome of prospecting (left) with the correct next step (right). *
12. You should replace a company in your 20 without manager discussion to move faster. *
13. Fail Fast is best described as … *
14. Place the review stages in the correct review order *
15. Match each letter in FVIP to its focus area *
16. Fail Fast creates value when you … *
17. The goal of a Contact call is to … *
Section 3: Sales Stages
18. A Connect call should end when … *
19. Arrange the three early stages of the Sales Triage process in order *
20. Match each conversation type to its primary purpose *
21. During a Contact call, the mini-MSA should establish … *
22. Which of the following are elements of a mini-MSA? *
23. Pre-engagement activities (social posts, marketing emails) mean your first live conversation is no longer cold. *
Section 4: Playbooks, Cookbooks & Execution
24. When prospecting, which sequence builds insight and influence most effectively? *
25. You should always ask for introductions to senior stakeholders as soon as you’ve built rapport with a junior contact. *
26. Benefits of prospecting in the Sales Triage way include: *
27. What’s the primary goal of a Playbook? *
28. A Playbook should stay rigid once proven successful to maintain consistency. *
29. Which statements about a Cookbook are true? *
30. What does “One swallow doesn’t make a summer” remind salespeople of? *
31. What should be automated within your 20? *
32. The primary purpose of note taking in the Sales Triage approach is to… *
33. When using the triangle method of note taking during a conversation, you should… *
34. When a prospect shares a detailed story about their problem and you respond, “So, it sounds like the issue isn’t the system itself, but how people are using it day-to-day,” which Active Listening type are you demonstrating? *
Section 5: Mindset and Regulation
35. Cold calling is outdated in modern New Business prospecting *
36. What mindset most supports effective cold calling? *
37. Complete the sentence *
38. To protect your “ok-ness” and maintain control during prospecting you should: *
39. Match each phrase (left) with its underlying communication style (right) *
Section 6: Consistency, Nurture & Rhythm
40. When should you end a Playbook? *
41. Nurturing a prospect is marketing's responsibility *
42. Why is nurturing important in New Business prospecting? *
43. Good pipeline consistency depends on *
Section 7: Thinking & Alignment
44. When your company launches a marketing or promotional campaign, what’s the right approach for a New Business salesperson? *
45. Putting the prospect at the centre means aligning your activity to both the prospect’s needs and the company’s goals *
46. Fail Fast without tracking and sharing is … *
47. The three parts of an Elevator Advert are: *
48. The Headline Advert should be: *
Section 8: Application & Scenarios
49. Which statement best defines the difference between a suspect and a prospect? *
50. Identify the *incorrect* statement: *
51. Complete the sentence *
52. Which principle best defines the Sales Triage New Business mindset? *
