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As a rep and Manager I’ve found recurring meetings get stale over time.

Reps come unprepared, managers don’t connect personally, repetitive topics.

How to run 1-1s:

(coming from a guy that’s reported to the Founder, CEO, VP Sales & CMO)

Step 1: Performance

You gotta know the numbers.

Be objective.

• pipeline generated = X

• revenue generated = X

• percentage to quota = X

Then provide insight into how you got there.

Step 2: Strategy

Past performance is no guarantee of future results.

Always be looking out the windshield:

• this is what I'm working on

• this is why it's important

• this is what I'm doing next

Start with performance. Then align on strategy.

Step 3: Action items

The most important part of 1-1s. (IMHO)

Example of the framework I use:

• I'll listen to 2-3 of your calls

• You share them by Tuesday

• We'll review together next week

I do. You do. We do.

Until next Thursday,

TSG

P.S. I reply to all emails.