Why Application of GROW in Sales Coaching is failing... We’re fans of the GROW methodology but consistently see the use of this model failing to drive better coaching, improved sales behaviours and sales growth in the sales environment. In this webinar, Dean will cover: •Insights from work with over 10,000 salespeople and sales managers using the GROW model as the core coaching tool • An understanding of how the sales environment differs from other coaching environments where the use of GROW needs to be adapted to allow for these differences • Specific strategies you can share with your Sales Managers for more successful use of GROW model in their sales coaching interactions.

2. © SalesITV - All Rights Reserved.

3. © SalesITV - All Rights Reserved.

4. © SalesITV - All Rights Reserved.
1. Team vs. Individual
2. Poor Timing
3. Coaching Lagging vs. Leading
Indicators
FAILURE #1
Coaching the
Wrong Goals

5. © SalesITV - All Rights Reserved.
1. Goals Beyond Numbers
2. Commit Only to What You can
Coach
3. Make it Easy to Jointly Agree on
Goals
Actively Guide
Goal Selection

6. © SalesITV - All Rights Reserved.
1. Failing to Crack the Surface
2. Failing to Define Skill-Level
3. Avoiding the Emotional and
Beliefs-Based Conversations
FAILURE #2
Narrowly
Defining
Reality

7. © SalesITV - All Rights Reserved.
1. Understanding the Beliefs Behind
the Current Results
2. Accepting the Reality that Most
Salespeople Don’t Have the
Skills Required to Achieve the
Goal
3. Understanding the Expectations
Before Demanding Action
4. Understanding and Managing
How they Feel About the Change
Coach Reality
Beyond
Numbers

8. © SalesITV - All Rights Reserved.
1. Lacking a Structure for Sales
Success
2. Accepting the Usual Options
3. Failure to Provide “How-To”
Options
FAILURE #3
Failing to
Provide
Options

9. © SalesITV - All Rights Reserved.
1. Providing a Clear Structure for
Success in Relation to the Goal
2. Ensuring the Options Selected
Set the Salesperson up for
Success
3. Provide “How-To” Options
Offer Credible
and Proven
Options

10. © SalesITV - All Rights Reserved.
1. “You” Focused Action Plans
2. Assuming Confidence and
Competence
3. Lack of Role Modelling and
Observation
FAILURE #4
A Flawed
Way
Forward

11. © SalesITV - All Rights Reserved.
1. “Me and You” Focused Action
Plans
2. Make the First Step Role
Modelling and Salesperson
Observation of You
3. Including an Ongoing
Assessment of Confidence
Plan an
Observable
Way Forward

12. © SalesITV - All Rights Reserved.
FREE RESOURCE

13. | Coaching Performance and Confidence
© SalesITV - All Rights Reserved.
Call us on + 61 2 8306 7770
Or email sales@salesitv.com