Sales reps need more than just motivation and support from their managers -they also need actionable feedback and specific instructions for improvement.
All too often, sales reps feel like they’re on their own to improve their performance. They may not even know where to start.
This post shows reps and managers how to run more successful 1:1 meetings. As a manager or a sales rep, you’ll learn to get more out of your 1:1 meetings.
A 1:1 sales meeting is more than a chance to discuss what’s working and what isn’t. It’s also a chance to look for new opportunities for improvement and growth. Some sales managers think they don’t have time to do a 1:1 meeting with each rep, but in reality, managers benefit from this process as much as their representatives do.
Here are a few tips and strategies for running successful 1:1 sales manager and rep meetings:
Set an Agenda in Advance
The manager and rep should create the agenda for more productive conversations before the meeting so both parties can prepare. It’s the manager’s responsibility to prepare to give the sales rep honest feedback that will help them improve their performance. It’s the salesperson’s responsibility to be prepared to ask for help and guidance they need to optimize their performance.
The agenda also helps calibrate the amount of time needed for the meeting. If you have a bunch of heavy topics, the chances are that 30 minutes won’t be enough.
Take Time to Listen
One of the most important aspects of a successful meeting is the manager and rep to be active listeners. Hearing what the other is saying and taking the time to understand their perspective requires attention and commitment.
It’s easy to fall into a transactional mindset, mainly if time is short. Listening takes a back seat if there isn’t enough time to cover the agenda items. If you make time to listen, you have time to understand and learn.
Follow-up After the Meeting
The motions after the meeting are often the most important output of a 1:1 interaction. The sales manager should document what each party has committed to do before the next meeting to hold each party accountable and ensure progress.
If a sales manager has eight reps, they may end up with a list of a dozen or more action items after the 1:1s. Documenting what both parties will do for the salesperson helps strengthen alignment and establishes that both take steps to improve the rep’s performance.