- 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.
During the Reality step of GROW coaching, what is your role as coach?
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They would be better off not implementing a coaching program than implementing an ineffective program. Their salespeople’s performance is unlikely to be improved by coaching.