What is the Grow Model? (A beginner’s guide)

What is the Grow Model?

The Grow model is one of my personal favourite tools in the quick coaching toolbox. It is used to help the sales person to understand their goals and how to achieve them. It is used with positive language creating a strength based coaching approach and used to create a positive team environment. One of the biggest challenges in sales is to keep your team focussed on their goals, this coaching tool helps to reinforce it.

How does it work?

The great thing about deploying the Grow Model is that it can be used in different ways such as a quick conversation or even in a one to one. When goals are set correctly they can be an extremely powerful tool to inspire and motivate. They way in which it works is by working through the acronym as follows:

• G – Goal
• R – Reality
• O – Options
• W – Way Forward

The goal is simple, this is what the individual or your team want to achieve, such as a certain amount of sales or conversions a month. As long as this is realistic and on a reasonable timeframe then it can be achieved.

The reality is a case of having an honest conversation regarding where we currently are, what we have available to us. This could be an analysis of previous performances or results, it could be a round up of how we are currently performing. It is taking stock of where we are right now.

Options are a case of looking at which options we have available to us right now. What would be the next step or steps, do we help support the team on a particular KPI, what will the individual do differently to help reach his/her goal.

Way Forward is the road map, this is how we move forward using all the information above and achieve our goal. Additionally, it’s how we actually go forward mentally and how we measure it.

Conclusion

In conclusion, I really enjoy using the Grow Model, it is quick and very effective. As well as that it can be deployed in so many different ways and creates a positive conversation with the team or individuals. When a member of your team is lost or struggling to visual success, this out loud conversation will help them as much as you. Try it with your team in ones to ones and you will see an interesting conversation develop.