Revolutionizing 1:1 Sales Meetings: It's About Them, Not You

The Pitch
1:1 meetings are wasting your rep's time… It's a bold statement, but all too often, it rings true. The traditional approach to one-on-one meetings can sometimes be more about ticking boxes for managers than genuinely engaging with reps. But it doesn't have to be this way. According to a study by the Corporate Executive Board, effective one-on-one meetings can increase team performance by up to 12.5%. That's because these meetings, when done right, are not just about oversight—they're about development, coaching, and mutual support. The first step to fixing your meetings is to shift the focus: make them about your reps' needs, challenges, and growth. Let's break down how you can transform your one-on-ones into productive, empowering sessions that your reps will value.

First 10 minutes of the meeting are theirs - any topic they need to discuss.
Empowerment starts with ownership. Allowing reps to lead the first 10 minutes of the meeting with topics of their choice sets the tone for a collaborative session. It shows that you value their input and are there to listen, not just to dictate. This practice can lead to discussions on a range of subjects, from personal development to strategic sales approaches. It's a chance for reps to voice concerns, celebrate wins, or seek advice on specific deals. This approach aligns with the principles of adult learning theory, which emphasizes the importance of self-direction in the learning process. By giving reps control over part of the meeting, you're fostering a sense of autonomy that can boost engagement and motivation.

Ask them, "What do you suggest we do" when they present a problem to you
When a rep comes to you with a problem, resist the urge to provide an immediate solution. Instead, prompt them to propose their own solution by asking, "What do you suggest we do?" This not only encourages critical thinking and problem-solving skills but also reinforces their role as an active participant in their own success. It's a strategy that's supported by research from the Center for Creative Leadership, which found that involving employees in problem-solving increases their commitment to the outcome. By asking for their suggestions, you're not only likely to get a variety of potential solutions but also to empower your reps to take ownership of the challenges they face.

If it can't be resolved, set another meeting just to discuss that
Not all problems can be solved in a single meeting, and that's okay. If an issue is complex or requires more time, schedule a dedicated session to work through it. This ensures that the problem gets the attention it deserves without derailing the rest of the one-on-one. It also demonstrates to your rep that you're committed to helping them overcome obstacles, no matter how big or small. This practice is in line with the recommendations from the Harvard Business Review, which advises managers to give challenging issues the space and focus they require.

Review their results in every meeting - Pacing, Pipeline, Activity in that order
Regularly reviewing key performance indicators such as pacing, pipeline, and activity helps keep reps on track and focused on their goals. Discussing these metrics in a consistent order creates a structured approach to performance management. It allows both of you to monitor progress and identify areas for improvement. This methodical review is crucial, as a study by the Sales Management Association shows that sales reps whose managers regularly review their pipeline are 15% more likely to achieve their goals.

Set a clear agenda for your 1:1 meeting and ask for topics ahead of time.
Preparation is key to an effective meeting. By setting a clear agenda and soliciting topics from your rep in advance, you ensure that the meeting is focused and productive. This preparation allows both parties to come to the table with clear expectations and ready to dive into the discussion. A study by Atlassian found that agendas can reduce meeting times by up to 80% because they prevent the conversation from veering off-topic.

Listen to what they are saying.
Active listening is perhaps the most critical skill a manager can bring to a one-on-one meeting. It's about fully concentrating on what is being said rather than just passively hearing the message. This level of engagement shows your reps that you value their thoughts and are invested in their success. The benefits of active listening in management are well-documented, with a study by the International Journal of Listening showing that it leads to better understanding, improved cooperation, and higher employee satisfaction.

Give insights on their performance based on what you see in the data - help them
Data-driven insights can provide a powerful basis for performance discussions. When you offer feedback based on data, it's objective and actionable. This helps reps understand where they stand and what specific actions they can take to improve. According to the American Psychological Association, feedback is most effective when it's specific, relevant, and timely. By grounding your insights in data, you're adhering to these principles and providing your reps with valuable guidance.

Ask them what issues or challenges they are facing - then go solve them
A one-on-one is an opportunity to delve into the challenges your reps are facing and to work together on solutions. When you ask about their issues, it's a signal that you're there to support them, not just to oversee their work. This collaborative problem-solving approach not only helps to address immediate concerns but also builds a foundation of trust and teamwork. The effectiveness of this approach is supported by research from the Journal of Occupational and Organizational Psychology, which found that supportive leadership leads to higher job performance and satisfaction.

Provide a compliment if you are going to provide some feedback
The feedback sandwich, where constructive criticism is preceded and followed by positive comments, is a well-known technique for softening the blow of feedback. While it's been debated, the underlying principle is sound: balancing criticism with compliments can make feedback easier to receive and act upon. A study by the Journal of Experimental Social Psychology suggests that this approach can reduce threat responses and increase the likelihood that feedback will be accepted and used constructively.

Have your rep document back to you what the go-forward plan is so that you are on the same page.
Documentation ensures that both you and your rep have a clear understanding of the agreed-upon action plan. It serves as a reference point for future meetings and helps to keep both parties accountable. This practice is in line with the findings from the Academy of Management Journal, which suggests that written goals can enhance employee performance by providing clarity and a sense of shared purpose.

So What?
Transforming your one-on-one meetings from a managerial chore to a valuable coaching opportunity hinges on your approach. By focusing on your reps' needs, encouraging their input, and using data to guide your discussions, you can make these meetings a highlight rather than a hurdle. It's a shift that can lead to better performance, stronger relationships, and a more engaged team.

Next Steps
✅ Prioritize rep's topics in meetings.
✅ Encourage rep-led problem-solving.
✅ Schedule follow-ups for complex issues.
✅ Review key metrics consistently.
✅ Prepare a focused meeting agenda.
✅ Practice active listening.
✅ Provide data-driven feedback.
✅ Collaborate on solving challenges.
✅ Balance feedback with compliments.
✅ Document action plans for accountability.

Closed Won!

One-on-one meetings are more than just a time slot in your calendar; they are a golden opportunity to connect with your reps on a deeper level. By implementing these strategies, you're not just conducting a meeting; you're actively participating in your rep's professional growth. Managers, reflect on how you can enhance your 1:1s. Reps, think about what you need from these interactions. Share your thoughts and experiences below.

What strategies have you implemented that have transformed your one-on-ones? Leave a comment or question below, let's help each other, and our reps move those deals to "Closed Won!"