Run: Sales One-on-One Coaching SOP

The manager reviews the rep's current pipeline, open opportunities, prior action items, and recent performance trends before the meeting. Include: - Deal stage changes since the last one-on-one - Pipeline coverage and forecast risk - Activity trends versus target - Previous commitments that remain open

The manager sends or confirms the agenda with the rep before the session and identifies the primary coaching focus areas. Agenda must include: - Deal review - Pipeline activity review - Skill coaching topic - Personal development topic - Follow-up commitments

The manager opens the meeting, confirms the time available, and states the expected outcomes for the session. The manager asks the rep to add any urgent topics that affect the agenda.

The manager and rep review the highest-priority open opportunities one at a time. For each deal, confirm: - Current stage and next step - Customer decision process - Identified blockers or risks - Required support from the manager - Specific close date confidence

The manager reviews activity and pipeline health against the agreed scorecard or target metrics. Check: - New opportunities added since the last session - Activity volume versus target - Stage progression velocity - Coverage gaps by segment or quarter - Forecast accuracy concerns

The manager selects one skill to coach based on observed behavior, deal execution, or pipeline gaps. Examples: - Discovery questioning - Objection handling - Mutual action planning - Next-step commitment setting - Executive communication The manager gives specific feedback using observed examples and agrees on one practice action.

The manager and rep review one personal development topic tied to the rep's growth plan. Examples: - Confidence in customer conversations - Time management - Territory planning - Presentation skills - Career development milestones

The manager records each action item with a clear owner, due date, and success criterion. Each action item must include: - Specific task - Owner - Due date - Expected result - Escalation point if blocked

The manager summarizes the key decisions, confirms the next meeting date, and restates the highest-priority follow-up items.

The manager saves the coaching notes in the approved system of record and updates any linked CRM or performance records. Document: - Date of session - Topics covered - Key risks and decisions - Skill coaching provided - Development goals - Action items and due dates