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8 Things A Manager Should Talk About During A Sales Team 1-on-1

October 24th, 2016

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If you’re a manager of a sales team, then you most likely have a lot of ground to cover during a sales team 1-on-1. When it comes to planning out your meeting agenda, including these 8 topics can help make the most of your time.

  1. STRENGTHS

During your 1v1s, don’t forget to highlight what your team members are doing right. Starting off or finishing a conversation with a reminder of what is working is a great way to set a path for success. Focusing only on what isn’t working doesn’t help someone expand on what is. Make a point to list out positive actions that are being taken. These are steps to continue and do more often.

  1. WEAKNESSES

Understanding your team member’s weaknesses is just as important. Every meeting should highlight a different area that needs improvement. Stay away from vague characteristics that are seemingly innate in someone’s personality and identify actions to adjust. By the end of each 1v1, pick something to work on in between the next meeting.

  1. EVENTS

Even though events are all company wide, you should still make a point to touch on them in your 1v1. Highlight events that are particularly beneficial for your individual team members. Where can they do the best networking? Which events have their targeted audience? Don’t forget to cover company events in your 1v1. Individual emphasis encourages more participation.

  1. METRICS

Break down your team member’s accomplishments into chunks. Dive into the individual metrics of their performance so they can see how each change they make in their process affects their bottom line. Taking the time to do the math can help set a path for improvement. Instead of talking in general terms, show your team member that you are paying attention to their individual contribution and value what they are bringing in for the company.

  1. PIPELINE

A manager should be aware of what’s coming next in their team member’s pipeline. Drawing out a concrete timeline can be a great way to identify times when your team member may need extra help. Knowing when they have back-to-back meetings can be helpful when it comes to allocating your time for tough calls or when you’re trying to schedule meetings. Relying on an Outlook calendar isn’t the best way to go about knowing what your team is working on.

  1. QUESTIONS/CONCERNS

Holding a 1v1 gives your team member a constructive place to voice any questions or concerns. Encourage your entire team to think outside of the processes in place. Instead of blaming something that seems over complicated, have them bring suggestions or concerns to their 1v1. Don’t let these fall to the way-side – put them on your to-do list and follow up with your team in their next meeting. Not only does this demonstrate your respect for their opinions, more often than not, it will also help improve how your company works.

  1. NEEDS

Always remember to ask what your team member needs from you. Their 1v1 is a great opportunity to have them outline what they are waiting on and where it falls on their priority list. If you’re actively involved in your team, chances are you are essential to moving forward some of your team member’s projects. Don’t be a hold up because you didn’t take the time to ask what they are waiting on.

  1. MOBY DICK

Lastly, ask about your team member’s Moby Dick. What is the one account they want to land this year? How have they progressed? Keep your 1v1 forward looking. Setting high goals is a great long-term motivator, especially as each small victory builds up to greater success.

Eden Amans


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