GROW概述：
GROW - Asking What questions When and What for
G Goal setting (mid- and long-term)
R Reality Check - clarify the current situation
O Options: discussing and settling on alternatives / ways / actions to reach the goal
W What? When? Who? Will? What should be done? When by hom and does the will exist to do it?
GROW - Some hints for asking the right questions
THE FOLLOWING HINTS MAY HELP YOU TO SUCCEED
It`s about - helping , NOT telling
It`s about - letting it out , NOT hammering it in
It`s about - unlocking people’s potentials
It`s about - helping someone to get the best performance out of themselves
It`s about - stepping back, and handing over the responsibility for improvement to the Learner
It`s about - turning problems into guided learning experiences
Do not impose your solution on the coachee
Follow the train of thought of the coachee
Pay attention to the answers
Questions must be spontaneous
Show real interest in the case of the coachee
Understand, Summarise and take notes
Don’t try to solve all the problems in one session
GROW之Goal Setting
Goal Setting: What type of Goal?
Types of Goals: Long-Term and Mid-Term
Long-Term Goals / Visionary Goals
1. Characteristic: they are really big and ambitious, e.g.:
• become the market leader (corporate level),
• become Chief Rep. (personal level),
• winning a gold medal.
2. Characteristic: External factors may be crucial: for achieving them factors matter, which you CANNOT control, e.g.:
• performance of competitors / corporate level
• helpful relations of competitors for the Chief Rep. Position / personal level
A long-term goal is desirable: Having one is motivating.
It can be the inspiration for our mid-term / performance related goals.
 
Mid-term Goals / Performance Goals
1. Characteristic: they are smaller and easier to achieve,
e.g. :
• within 6 months, 95% of our products will pass the quality test
• our group sells 10,000 more packages of medicine X by next month
• I will run 1,000 meters in 3 minutes by next February.
2. Characteristic: These goals CAN be influenced /
controlled by us. They are measurable and we can help
that they are met, e.g.:
• improve quality control circles
• improve marketing activities / employ more sales personnel
• training
A mid-term / performance related goal is necessary: todo your work and to bring us closer to the long-term goal
How to set a Goal? Be SMART!
SMART stands for:
S Specific
M Measurable
A Achievable
R Realistic
T Time-bound
GOAL
What is the aim of this discussion?
What do you want to reach (long-term, mid-term)?
Is this a long- or a mid-term goal?
If it is a long-term goal, what mid-term goals might help you to reach it?
When do you want to have achieved this?
Is it positively stated, challenging, realistic,measurable?
Which problem is the most difficult for you?
Is it a SMART goal?
Some goals may have to be adjusted or changed, if the next step, the reality check shows that the goal is not realistic or solvable!