Question: During the Reality step of GROW coaching, what is your role as coach?
- Help the salesperson judge how realistic the goal is.
- Explain to the salesperson the reality of what they need to achieve.
- Help the salesperson create a realistic plan for achieving the goal.
- Help the salesperson evaluate the reality of where they are right now.
Explanation
The Reality step in the GROW coaching technique focuses on understanding the salesperson’s current situation. The coach helps the rep examine present performance, obstacles, and relevant facts before discussing possible actions. This keeps the coaching conversation grounded in evidence rather than assumptions. In the Transform phase, accurate diagnosis supports meaningful improvement.
Why the other options are incorrect
Goal realism belongs closer to evaluating the target, not assessing the current state.
Performance explanation makes the coach directive instead of helping the rep reflect.
Action planning belongs later, after the current reality has been explored.
Source for verification
https://academy.hubspot.com/lessons/transform-your-sales-team
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