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“I want to grow. I want to be better. You Grow. We all grow. We’re made to grow.You either evolve or you disappear.” Tupac Shakur

The background

Whether you are in a formal leadership position or not, in financial technology sales  one of the skills that will make a difference is how you help your clients, your peers or your loved ones to grow. It could be a challenging task for many of us and it might bring unimaginable rewards. One of the things that I have learnt while leading a group of both junior and more experienced people is that there are some techniques could be helpful while coaching others.

What is coaching?

Coaching is defined as “the use of powerful questioning and active listening to help people come up with their own solutions. Coaching is not giving options or coming up with solutions that others can exploit. It could also be seen as leadership style which believes strongly in the importance of building self reliance in people. There is an unwritten rule that coaching works better with with people who already have certain knowledge about the subject and can draw solutions for the problems they face.

The method

One of the models I tend to use is the GROW model. It has originated in the 80’s and seems to have proven its efficiency.

GROW

G – Goal

To go to the supermarket you need to know where it is located, right? This is the journey end destination, where the do you want to go? What is your end destination?  What do you want to achieve?

R – Reality

The next think you need to know is where you start from? If you were aiming to the supermarket, where are you at the moment. How far are you already? Is there anything else that you need to do but go to the supermarket?

O – Options

Once you have identified that you are going to the supermarket and where you are you have to explore the options you have – do you want to cross the park or walk on the street, what other way you can take? What are the factors you will look at while choosing the option?

W – Will

Finally, what motivates you to go to the supermarket – the ice cream you want to get or…? What could stop you from moving forward? When do you need to review your progress?

Take away

In financial sales, this method has helped both myself and my team mates often overachieve highly demanding targets. Often along the way of applying the method you can learn new skills, that could be applicable with different clients and projects. You could try it and let me know how the experience was.

Thank you reference

Special thank you to our wonderful HR people in Bloomberg and to my current and former managers.

Mind Tools – The Grow Model

Coaching Network

Boris is a financial professional fascinated with new technology, investor and a highly energetic individual with proven track record of overachieving extended sales and product delivery targets both as an individual as well as managing teams.

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