PRE-MEETING PREPARATION
Question: "What key achievements and challenges have you noted since our last meeting?"
Review the salesperson’s recent performance data.
Reflect on the last meeting’s action items and progress.
Prepare specific discussion topics, including achievements, challenges, and metrics.
Set clear objectives for the current meeting.
OPENING AND SALES PERFORMANCE REVIEW
Opener: Ask, "Last week, how was it?" to understand the salesperson's perspective.
Discuss recent achievements and successes.
Address any challenges or setbacks faced.
Review key performance metrics (e.g., sales targets, client acquisitions).
Evaluate progress towards previously set goals.
GOAL SETTING AND PLANNING
Ask, "What are your three most important goals for next week?" to assess strategic planning.
Establish new short-term goals, referencing what top performers are doing.
Define long-term goals and career aspirations.
Develop a clear action plan for achieving these goals.
Discuss any necessary resources or support.
SKILLS AND DEVELOPMENT
Question: "What skills do you feel you need to develop further for better performance?"
Identify areas for skill improvement or development.
Recommend training programs or resources.
Discuss feedback on sales techniques or client interactions.
Explore motivations: "What are you trying to achieve here and what would it mean to you?"
ADDITIONAL TOPICS AND FORECASTING
Forecasting: Ask, "Why does the buyer need this deal to close this month?" to understand deal urgency.
Review client feedback or concerns.
Share insights on market trends or competitor activities.
Discuss any internal team or company updates relevant to sales.
CONFIDENCE AND SELF-ASSESSMENT
Confidence Check: Ask, "How do you think it went?" for self-reflection and to provide guidance.
ACTION ITEMS AND FOLLOW-UP
Question: "What are the key action items you will focus on before our next meeting?"
Assign specific action items for the salesperson.
Note any action items for the manager to address.
Schedule the next one on one meeting.
Conclude with a brief summary and positive encouragement.
POST-MEETING ACTIONS
Document the meeting’s key points and action items.
Share a summary and next steps with the salesperson.
Follow up on action items and progress before the next meeting.
USAGE TIPS
Engagement: Use the opener and focused questions to engage the salesperson in a meaningful conversation.
Active Listening: Provide an environment where salespersons feel heard and supported.
Feedback: Offer constructive feedback and actionable advice tailored to the salesperson's specific challenges and goals.
Follow-Through: Ensure that the action items are realistic and followed up in subsequent meetings for continuous improvement and goal attainment.
For Managers
Use this checklist as a framework to ensure comprehensive and productive discussions. Tailor the topics according to the individual salesperson’s needs and circumstances.
For Salespeople
Prepare for the meeting by reviewing your performance and noting any specific topics or concerns you want to discuss. Be open to feedback and proactive in setting personal and professional development goals.
