Marco Davi's Blog


GROW is a very popular coaching coaching model. I first learned about it when I was moving into a sales support people leader role. My manager was the VP of sales for international markets. As part of my on-boarding into this new role I attended a training course for new people managers hosted by the Irish Management Institute.

The course was excellent, with high quality content and exceptional delivery as well as a lot of participant engagement. The GROW model stuck in my mind until today! It’s such a great acronym. It always reminds me of business GROWth through people. The other thing I like about it is it’s simplicity!


Why is coaching important?

As a sales or sales leader your responsibility is to lead your sales reps and help them develop their sales skills and career. Not all sales reps manage to achieve their targets. You will have a few reps that achieve and exceed targets, many will be mid-performers and some might really struggle.