TL;DR. Thirty sales training quiz questions across discovery, objection handling, closing, and pipeline hygiene. Use for SDR/AE onboarding and quarterly skill-checks.
Discovery (8)
Discovery goal: — **Understand prospect's situation, pain, decision process, timeline — not pitching**.BANT: — **Budget, Authority, Need, Timeline**.MEDDIC: — **Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion**.Open-ended discovery question: — **Can't be answered yes/no; e.g., “How does your team currently handle X?”**.Biggest discovery mistake: — **Talking too much; not letting the prospect describe their world**.Pain questions should: — **Surface specific consequences of current state, in prospect's own words**.Stakeholders to identify: — **All decision makers, influencers, at least one champion**.Discovery duration: — **20–40 minutes for a first call**.Objection handling (8)
Objections categories: — **Price, Timing, Authority, Need/Fit**.First response: — **Acknowledge, not defend; clarify underlying concern**.“Need to think about it”: — **Usually unaddressed concern; explore what specifically**.Price objections: — **Often value objections in disguise**.“Send me more info”: — **Probe what they specifically want and will do with it**.“Happy with current solution”: — **Ask what they'd change — surfacing implicit pain**.Reframing: — **Helping prospect see objection from a different angle**.“Feel, felt, found” pattern: — **Empathising, citing similar customers; use carefully — can sound canned**.Closing (7)
Best closing technique: — **Asking confidently after value is clear**.Assumptive close: — **Asking about implementation as if deal is closing**.Summary close: — **Recap pain, solution, value, then ask for the close**.Biggest mistake at close: — **Talking past the close — stop once they say yes**.Mutual action plans: — **Documents outlining steps from now to close, with owners and dates**.Soft close: — **Low-pressure check-in to gauge readiness**.Prospect goes silent: — **Direct, brief follow-up; not pretending nothing changed**.Pipeline hygiene (7)
CRM updates: — **After every interaction; ideally same-day**.Stages advance when: — **Next-step criteria met (exit criteria) — not based on time or hope**.Forecast categories: — **Pipeline, Best Case, Commit, Closed Won**.Commit deal: — **Rep confident it will close this quarter; missing one is serious**.Pipeline coverage ratio: — **Open pipeline ÷ remaining quota; healthy ~3–4×**.Earliest stall sign: — **Slower champion response; prospect going dark**.QBRs should: — **Examine win/loss patterns — what's repeatable, what's broken**.[Customer Service Quiz Questions](/blog/customer-service-quiz-questions)[Safety Training Quiz Questions](/blog/safety-training-quiz-questions)[Compliance Training Quiz Questions](/blog/compliance-training-quiz-questions)[Employee Onboarding Quiz Guide](/blog/employee-onboarding-quiz-guide)Sales training quiz topics that move metrics
Not all quiz topics improve sales performance equally. Based on outcomes correlation work from sales enablement teams, these topics consistently move quota attainment:
Discovery question banks — reps quizzed monthly on which discovery questions to ask in which scenarios outperform peers by 15-20% on opportunity-to-close conversion.Objection handling matrices — pairing common objections with first/second/third responses. Quizzing reps on the "third response" tier is where weak vs strong reps separate.Product positioning vs competitors — when a rep can articulate three differentiators against each main competitor without hesitation, win rates climb.Pricing and discount authority — knowing what discount levels require manager approval, and how to frame discounts in negotiation, prevents margin leakage.MEDDIC / MEDDPICC qualification — fluency in each letter of your qualification framework; weak reps skip Economic Buyer and Metrics.Customer success handoff content — what to document at close, what to brief CS on, what NOT to over-promise.Quiz cadence that actually changes behavior
One-shot training quizzes have no measurable effect on quota three months out. What does work:
Quarterly knowledge checks tied to recent product changes, competitive moves, or pricing updates. 15-20 minutes, 15 questions, low-stakes.Weekly micro-quizzes of 3-5 questions delivered via Slack or email. Spaced retrieval works in sales the same as in academic subjects.Pre-call quiz prompts — before a discovery call, AI surfaces 5 questions about the prospect's industry. Forces reps to absorb context that they otherwise skim past.Post-loss debrief quizzes — when a deal is lost, the rep takes a 10-question quiz built from the loss factors recorded by sales ops. Pattern recognition compounds.Question types best suited to sales topics
Scenario MCQs — "Prospect says: [objection]. Your best first response is:" — far better than fact-recall MCQs.Ordering / prioritization — "These four discovery questions all matter; which order would you ask them?"SATA (select all that apply) — "Which of the following qualify as MEDDIC red flags?"Short-answer with rubric — for senior reps; "Write the email you'd send after a third no-show."Pure factual MCQs ("What does the C in MEDDIC stand for?") test recall but don't transfer to behavior. Use them sparingly.
Building the quiz bank from existing artifacts
Sales enablement teams sit on enormous content libraries: discovery call recordings, battle cards, MEDDIC templates, competitive matrices, win/loss debrief docs. The fastest way to build a quiz program isn't writing new questions — it's running existing artifacts through an AI generator and reviewing the output:
Upload a competitive battle card → generate a 20-question quiz on differentiators.Upload a discovery call transcript of a top performer → generate items about question structure and objection handling.Upload your win/loss debrief library → generate items about pattern recognition in lost deals.The review step matters. AI-generated sales questions occasionally get the framing wrong; a sales enablement manager should sign off before items go to the field.
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