S3-E8: Sales One on One Meetings that Improve Performance

Send us Fan Mail (https://www.buzzsprout.com/2562004/fa...) What should a salesperson be better prepared to do after a one-on-one meeting? In this episode of The Selling Point, Anthony Nicks shares a practical 30-minute agenda that helps business owners and sales leaders turn performance gaps into focused coaching. Anthony walks through how to prepare, review commitments, understand the cause of a problem, practice one selling behavior, and agree on clear next actions. A hypothetical example shows how to coach a salesperson who hesitates to ask buyers for a next step. You will learn: • How a one-on-one fits alongside team meetings and pipeline reviews • What the salesperson and manager should bring to the conversation • How to use the six-part, 30-minute agenda • How to distinguish skill gaps, execution problems, unclear expectations, and process obstacles • How to practice a useful next-step question with a buyer • What to record so both people can follow through The agenda: 0–3 minutes: Priorities and concerns 3–7 minutes: Previous commitments 7–12 minutes: Performance pattern 12–23 minutes: Focused coaching 23–27 minutes: Practice and application 27–30 minutes: Decisions and commitments These are meeting agenda intervals, not episode timestamps. Try it this week: bring one real selling situation to a one-on-one, practice a specific behavior, and leave with a dated commitment for both the salesperson and the manager. Find the companion article, “How to Conduct Sales One on One Meetings That Improve Performance,” in the Transformative Sales Systems blog: https://transformativesalessystems.com/ Learn about Fractional Sales Management from Transformative Sales Systems: https://transformativesalessystems.co... Follow The Selling Point for practical conversations about building and leading a sales team. Straight talk for CEOs and business owners who want a sales engine that works.