In this episode of the Stronger Sales Team podcast, Ben Wright revisits one of the series’ most powerful discussions—an in-depth exploration of the Grow Model, the coaching framework pioneered by Sir John Whitmore in the 1970s. Ben masterfully unpacks how this enduring model remains vital in today’s dynamic sales landscape, empowering leaders to elevate team performance through goal setting, situational awareness, and decisive action. Drawing from his extensive experience in B2B sales, he offers practical insights and proven strategies for embedding structured coaching into everyday leadership. The result is a must-listen episode for sales professionals seeking to cultivate accountability, unlock potential, and drive sustained business growth.

Key Takeaways:

• A structured coaching model consisting of Goals, Reality, Options, and Will, designed to drive performance and empowerment within sales teams.

• Techniques for effectively implementing the Grow Model to bridge gaps between current situations and desired outcomes.

• These two key elements are crucial for achieving goals within the coaching framework.

• Recommendations for sales leaders to practice, apply, and refine the Grow Model for boosting team performance.

• Focuses on sustainable practices for physical training, emphasizing balance among speed, volume, or distance to avoid injury.

Time Stamps:

0:00 Intro

1:27 Blast From the Past

3:56 The Importance of a Coaching Model

5:20 G.R.O.W. Model

8:43 G.R.O.W. Model: Two Key Parts

10:31 G.R.O.W. Model: Goal

11:50 G.R.O.W. Model: Reality

13:41 G.R.O.W. Model: Options

15:25 G.R.O.W. Model: Will

22:13 Rolling the G.R.O.W. Model out

25:03 Health and Wellbeing Tip

26:24 Outro

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