Sales Managers: Ask These 7 Questions at Sales One-on-Ones

July 2, 2015
min read time
Sam Aparicio
Sam Aparicio
Co-founder & CEO,
Sales Managers: Ask These 7 Questions at Sales One-on-Ones

Sales one-on-ones are the perfect opportunity to get a pulse on your reps your reps, offer some valuable, targeted coaching, and track the performance gains of your reps over time.

None of those benefits are automatic, however. If you want to get the most out of your sales one-on-ones, you need to ask the right questions.

Knowing which questions to ask will help you obtain the data you need to diagnose performance issues, understand your reps, and unlock the coaching opportunities that lead to better performance team-wide.

Start with these 7 questions to ensure that you are extracting maximum value from your sales on-on-ones.

1. What successes did you have in the past week?

Diagnosing performance shortcomings is an important part of these meetings, but there’s really nothing to be gained by leading off with the negative. Start with the positive by asking your rep where they’ve succeeded in the past week.

Even during a down week, your rep should be able to identify one area of success. It doesn’t have to be a closed deal, either. For a struggling rep, taking meaningful steps to improve outreach and lead conversion is a major positive, even if it doesn’t yield immediate results.

2. What failures did you have in the past week?

Just as with successes, failures come in many forms.

That’s especially true for your top performers, who may have a harder time identifying recent failures. It’s important to recognize that present success doesn’t guarantee future success.

Whether the rep in question had a great week or a terrible week, there’s always something that can be improved upon.

3. What did you learn from your failures and successes?

Whether your rep is on a hot streak or slogging through a week to forget, there will always be something to learn from the previous week’s events.

The lessons that your reps take from successes and failures are important, but this question is also great for gauging how willing your rep is to grow. A rep who’s willing to take lessons from the wins and the losses is in excellent position to improve their skills long term.

Use the answers you receive to shape your coaching plan for each rep, and watch how asking the right questions will improve your team’s results over time.


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