Last time we explored the difference between managing and coaching your sales team. Now you need a practical framework to guide your coaching conversations with your reps.
Meet GROW - a simple four-step model that transforms how you coach your salespeople to hit their targets and grow their skills.
Engagement Message
Have you ever struggled to know what to ask during one-on-ones with underperforming reps?
GROW stands for Goal, Reality, Options, and Will. Think of it as a roadmap that guides both you and your sales rep through productive coaching discussions.
Without a framework, coaching conversations often wander or turn into pipeline reviews. GROW provides structure while keeping the focus on sales development.
Engagement Message
What happens when your sales coaching sessions lack clear direction?
The "G" stands for Goal. This is where you help your sales rep get crystal clear about what they want to achieve - whether it's closing a specific deal, improving their close rate, or developing a new skill.
Instead of assuming you know their sales goals, you ask questions that help them articulate their desired outcome.
Engagement Message
Why might their sales goals be different from what you initially assumed?
The "R" stands for Reality. Here you explore the current sales situation together. What's working in their territory? What prospects are stalling? What sales challenges exist?
This isn't about judgment - it's about creating a clear, honest picture of where their sales performance stands right now.
Engagement Message
How might understanding their sales reality differently change their approach to prospects?
The "O" stands for Options. Now you brainstorm possible sales strategies and tactics. Your job isn't to provide all the answers but to help them generate creative solutions for their sales challenges.
Salespeople are more committed to strategies they help create than ones imposed on them.
