Question: During the Goal step of GROW coaching, what is your role as coach?
- Set a goal for your salesperson to achieve.
- Ensure the salesperson’s personal goals are aligned with team goals.
- Ask the salesperson what goal they would like to set.
- Work with the salesperson to set a goal for your coaching sessions.
Explanation
The Goal step in the GROW coaching technique begins with rep ownership of the coaching outcome. The coach guides the conversation by prompting reflection rather than assigning the objective. This approach creates commitment because the rep is involved in defining the improvement target. In the Transform phase, that ownership supports a culture of learning and continuous development.
Why the other options are incorrect
Set a goal is incorrect because the coach should not impose the objective during the Goal step.
Align goals is important in management, but it is not the coach’s primary role in this step.
Work together gives the coach too much control over the goal-setting process in this context.
Source for verification
https://academy.hubspot.com/lessons/transform-your-sales-team
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