Grow Sales Coaching Model
About This Video
Sales coaching is one of the highest-leverage activities any sales leader can invest in, yet most managers default to deal reviews and pipeline inspections rather than genuine skill development. In this video, the team at Klozers --- a sales training and coaching consultancy --- introduces the GROW coaching model and shows how to apply it specifically to sales team development. GROW stands for Goal, Reality, Options, and Will (or Way Forward), and it provides a structured yet flexible framework for coaching conversations that move beyond telling reps what to do and instead develop their ability to think critically and solve problems independently. The video breaks down each phase of the model: setting clear developmental Goals that are specific to the rep's role and skill level, assessing the current Reality through call reviews and performance data, generating Options for improvement that the rep owns rather than receives as directives, and building a concrete action plan with accountability. Klozers emphasizes that great coaching is not about having all the answers --- it is about asking the right questions and creating a safe environment where reps can be honest about their gaps. The model works whether you are coaching an SDR struggling with objection handling or an enterprise AE navigating complex stakeholder dynamics.
What You'll Learn
- •The four stages of the GROW model (Goal, Reality, Options, Will) and how to apply each to sales coaching
- •How to shift from directive management to developmental coaching that builds rep capability
- •The art of asking powerful coaching questions that lead reps to their own insights
- •How to use call recordings and performance data as objective inputs to coaching conversations
- •Building a consistent coaching cadence that fits into a busy sales manager's schedule
- •Common coaching mistakes --- including jumping to solutions too quickly --- and how to avoid them
- •How to measure whether your coaching is actually improving rep performance over time
