Conducting one-on-one meetings with your salespeople is like exercise: it requires a lot of time that you don’t think you have until you start to feel the amazing results. But how? And what do we talk about?
Below are 5 thoughts about leading one-on-one meetings with your salespeople.
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Consistency is key.
Schedule these meetings at the same time and day of the week, like Tuesdays at 8:30 am. This regularity sets a rhythm and shows your team that these sessions are a priority. (Don’t feel obligated to meet every week if twice a month is better for you.) -
Keep your meeting short and end on time.
By short, I mean 15 minutes or less. For quarterly or annual planning sessions, you can plan for much longer meetings, but for the routine weekly or bi-weekly meetings, keep them very short. -
Start every meeting about them.
Ask them “What can I do to help you?”. This needs to be the very first thing discussed, and it needs to be mandatory. If it’s not mandatory, they’ll have the same answer every time: “Nothing now, but I’ll let you know.) -
Move to their short-term pipeline.
Focus on the opportunities that have a mid to high probability of closing within the next 30 days. If there is a large or important project that is more into the future, then it’s ok to focus on that too. -
Finally, focus on their professional development.
Each salesperson should be working on an initiative to make them better at their jobs. Use these quick meetings to make sure they’re reaching milestones and acting.
These meetings aren't just about you checking boxes. They're about building trust and understanding. Be present, listen actively, and offer constructive feedback. And hey, don't forget to celebrate their successes, no matter how small. It’s those little victories that build momentum.
Remember, you're not just managing a team, you're nurturing a group of individuals who can achieve great things.
