Hey Sales Leaders,

AI in sales is providing such rich data that sometimes we must ponder the need for certain meetings.

Whilst certain meetings, like the metrics merry-go round can be replaced by trusting the CRM or getting back to the Sales ABC (Always Be Confident aka forecasting hygiene)

Other meetings, such as the 1-1 are still just as essential as ever. But, let's not pull the wool over our eyes, good 1-1's require effort and an ongoing commitment.

I wanted to share some thinking on the subject, I've done a bunch of research, reflected on my own experience, both as the rep and as the leader, and built out a comprehensive guide (see here). I talk at length about how AI can enhance the meetings in this guide.

Let’s now dive into a short-hand guide to top quality 1-1’s….

Primary Goal of 1-1 Sales Meetings:
To enhance individual sales performance by fostering engagement, boosting productivity, and ensuring alignment with corporate objectives.

Duration: 30-45 minutes

Facilitator: Sales Manager

Participants: Sales Representative

Frequency: Weekly - Monthly

Timing: As determined by the Sales Manager

Questions: These questions have been road tested by some of the most successful sales leaders and teams, proving their effectiveness in driving meaningful conversations and performance growth

1. "How are you feeling this week? What’s on your mind?"

2. "What was the highlight of last week (or last month) for you?"

3. "What challenges did you face that prevented you from hitting your objectives?"

4. "How can I support you right now?"

5. "After our conversation, what’s one action you plan to take right away?"

Follow up: Email confirming commitments.

Key Takeaway

Regular 1:1 meetings foster continuous learning and stronger relationships. Recurring, thoughtful questions drive consistent growth and trust, ensuring each session contributes to personal and professional development, enhancing team performance.

🛑 Research from Microsoft shows that employees who have regular 1-on-1 meetings with their managers to clarify priorities are 2.5 times more likely to maintain productivity while achieving a healthy work-life balance. Consistency of meetings is key!

Interested to hear how AI can ignite your 1-1 meetings? We have published a white paper that provides a comprehensive guide for Sales Manager 1-1s - Click Here.