How to
A sales one to one that is not a status update.
A good sales one to one covers what changed since last time, the pattern in their book rather than individual deals, one thing to work on, and what they need from you. Pipeline detail belongs in a pipeline review.
What changed since last time.
Five minutes, and only things that moved. Not a walk through the pipeline, which is what the pipeline review is for.
The pattern, not the deals.
One thing that keeps happening across their book. Single threaded deals. Everything stalling in the same stage. Losses clustered late.
This is the part that makes it coaching rather than reporting, and it requires looking at their book as a whole before the meeting.
One thing to work on.
One. A list of five is a list of zero, and it gets agreed to and forgotten by Thursday.
Make it observable, so both of you can tell next time whether it happened.
What they need from you.
Asked directly, and last, so it does not get cut. The answer is usually specific and small, and not delivering it is how these meetings lose credibility.
Questions
What should you discuss in a sales one to one?
What changed since last time, one recurring pattern in their book, one thing to work on, and what they need from you. Deal by deal detail belongs in a pipeline review.
How often should sales one to ones happen?
Weekly or fortnightly. Less often and the pattern conversation turns into a status update because too much has happened.
It arrives in Slack
Every morning, each rep gets one message naming the deals on their own book that moved overnight, biggest mover first, with the reason beside each number and the deals that have gone quiet underneath.
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Related reading
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Behind is a symptom with four different causes. Which one it is determines the conversation, and guessing wrong wastes a quarter.
How to run a pipeline review that is not a status update
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What a new rep needs in week one that nobody gives them
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What to look for in a CRM when you are small
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Reviewed September 20, 2026 against the product as it behaves today.