• Gert Scholts

One minute sales managers guide to 121 meetings


Here is a quick read on how to organise your 121 s with sales people.

Regular meetings between rookie sales people and their sales manager is key to developing a good sales person into a great one.

  • Schedule 35 minutes meetings at the same time, early in the week if possible (weekly, biweekly, monthly, and so on), depending on how often you think necessary. Doing this, is easier on your time, sets up a good working week and it builds good routine.

  • Make the meetings a total obligation and commitment. Never cancel them, just reschedule

  • Position the meetings as quality time between manager and sales person, so no interruptions, a quiet area and no mobiles.

  • Have your CRM on the ready and use the info in there as the basis for the meeting. If it is not in CRM, it did not happen.

Prepare good questions:

  • How are you doing against your sales and activity targets?

  • What’s working?

  • Where are you getting stuck?

  • What might you do differently?

  • How are you doing?

  • What is one thing I can help you with this week to support your growth?

Review the key sales opportunities and home in on when the sales will happen and what support you can give.

Agree actions (what, who and when by) and confirm them via email.

Over time you will see performance, job satisfaction and retention improve.

More experienced sales people need 121s too. The format is different. Feel free to ask me for ideas.

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