Question: During the Way Forward step of GROW coaching, what is your role as coach?
- Help the rep decide how they will achieve their goal and how you can support them.
- Determine for the rep the best way for them to achieve the goal.
- Explain to the rep what they’ll need to do after accomplishing the goal.
- Ask the rep how you can improve your coaching efforts in the future.
Explanation
The Way Forward step in the GROW coaching technique turns discussion into a clear commitment to action. The coach helps the rep choose specific next steps, define accountability, and identify needed support. This keeps ownership with the rep while making the plan practical and measurable. In the Transform phase, this reinforces continuous improvement through consistent coaching follow-through.
Why the other options are incorrect
Determine the best way is incorrect because the coach should not take ownership of the rep’s action plan.
After accomplishing the goal is incorrect because this step focuses on immediate next actions toward the goal.
Improve coaching efforts may be useful feedback, but it is not the purpose of the Way Forward step.
Source for verification
https://academy.hubspot.com/lessons/transform-your-sales-team
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