What are the benefits of using a coaching model like GROW or CLEAR?

Using any sales coaching model can be helpful in various ways as it provides structured guidance to enhance sales skills and techniques, leading to better performance and results. Facilitates targeted skill development through focused coaching sessions, addressing specific areas for improvement. Ensures a consistent approach to coaching across the sales team, promoting alignment with organizational goals and methodologies. Enhances employee satisfaction and retention by demonstrating a commitment to professional growth and development.

In my opinion, To choose a coaching model one should keep the following things in mind Assess Needs: Identify specific areas for improvement within the sales team. Match with Methodology: Select a model that aligns with the organization's objectives. Consider Flexibility: Choose a coaching model that can be adapted to suit the unique needs and dynamics of the sales team, allowing for flexibility in implementation and customization. Evaluate Resources: Consider the resources available for coaching implementation, such as training materials, technology, and personnel. Track Results: Select a coaching model that allows for measurement and tracking of results, enabling continuous improvement and refinement of coaching strategies over time.

I cannot emphasize enough the importance of preparation when coaching. Even as little as 5 minutes prior to the call is effective. It will probably take longer to prepare at first as you build this habit, but if you commit to doing it prior to every interaction, you will quickly develop your skills - then you can dive further into whatever model you are using to improve your medium to long term coaching plan and relationship.

The best coaching frameworks are those that mirror your sales methodology. For example, if you want your reps to use consultative sales techniques, try using similar questioning strategies during your internal coaching sessions. The Sandler Pain Funnel, as one example, can be used for both prospects and internally for sales reps. The goes for the GROWTH framework mentioned in above (I have not yet used CLEAR so I cannot comment on that one). There are massive parallels between consultative selling and coaching, so use this as a way to further reinforce sales reps' questioning strategies when they engage with prospects and customers.

The most important thing about coaching is that it's used early and often. Even 15 minutes of coaching time a week, done well, makes an enormous difference in skill growth. Regardless of the model, good coaching is about asking good open-ended questions that force the coachee to provide an answer - right or wrong answers are less important than the process. So don't overcomplicate it (most models can give you success if you take the framework above).