One-on-One Meeting for Sales: Everything You Should Know

Get to know the meaning and benefits of a one-on-one meeting for sales. Also learn to conduct effective one-on-one meetings to boost your sales.

January 18, 2022


8 Min



One-on-One Meeting for Sales: Everything You Should Know


The sales department is a vital and demanding facet of a business. One of its challenging aspects is conducting a productive one-on-one meeting for sales. Whether everyone dreads a sales representative or a sales manager, a sales meeting.

But do you know why? More often than not, employees find these sales meetings unproductive and awkward. A one-on-one meeting for sales is seen as something to be done just for the sake of it. Nonetheless, these 1-1 meetings should be taken more seriously and therefore need to be made effective and fruitful. In this article, you will learn the meaning and importance of one-on-one meetings. We have curated a list of some questions that you can ask during your 1:1 sessions.

Also, look at the sample email requesting a sales 1:1. Finally, pick up some tips on preparing for a one-on-one meeting with your boss.

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Meaning of One-on-One Meeting

Theoretically speaking, a one-on-one meeting (also known as 1:1) is a recurring meeting between two persons, generally a manager and their employee, to discuss employee performance. However, there is more to it than meets the eye.

A one-on-one meeting involves discussing various aspects of the employee's progress and development, the next objectives, other short and long-term goals, and any other feedback related to work. The duration of these meetings varies from 30 to 60 minutes, depending on the discussion.

A one-on-one meeting for sales focuses on the targets achieved by the representative, closed and upcoming deals, deal execution, issues faced during the sales pipeline, and other sales-related topics.

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Importance of One-on-One Meetings

The sales department is the backbone of a business. It is what runs the organization and makes it a profitable one. Thus, one-on-one sales meetings, which are crucial for the sales department, are also vital for the overall growth of the business. A successful monthly, weekly, bi-weekly, or daily sales meeting can significantly improve sales and profits. One-on-one meetings have the following benefits:

  • They address major and minor problems faced by the sales rep.
  • By enabling private communication, they help to figure out the weak spots and work on them.
  • These meetings help build strong relationships between the manager and the employee.
  • One-on-one sales meetings foster a healthy work environment, resulting in employee satisfaction.
  • They improve the sales rep's accountability and help them grow professionally and personally.
Image - Tips For Effective Sales Meeting

One-on-One Meeting with Manager: Tips for an Effective Sales Meeting

Running a productive 1:1 meeting is an acquired skill. Follow these tips and learn how to run a successful sales meeting.

Ace one on one meet with guide to questions

Collect data and have an agenda.

Having prior sales data and a clear meeting agenda helps the sales rep and the manager prepare for the meeting. It also provides talking points and gives them something to look forward to in the one-on-one meeting. Determining the next step becomes easier when the discussion is specific, focused, and data-driven.

Learn how to convert data into decisions to boost sales.

Be a good listener

As a sales manager, you must ensure your sales reps are doing well professionally and in their personal lives. Start the conversation with personal questions like how they're doing, gradually moving towards growth and work-related questions. Listen patiently to their issues, suggestions, and feedback to better understand the situation.

15 Questions To Ask Your Sales Rep In The Next 1-1 Meeting [Download Free Template]

Set SMART goals

The objectives to be achieved must be:

  • Specific
  • Measurable
  • Attainable
  • Relevant
  • Time-bound

Once the SMART goals are in place, encourage and guide your sales reps to set them in motion. Work on an agreed plan of action to achieve the goals.

Give helpful feedback

During a one-on-one meeting with your sales representative, take note of their experiences, challenges, successes, and weaknesses. Based on this information, provide them with constructive and balanced feedback. Appreciate their wins and support them for the losses. Coach and motivate them to perform better.

Follow-up in the next meeting

The cycle of one-on-one meetings ends with following up on the progress. Look back at the fulfilled goals and shortcomings faced, evaluate prior performance, and set new goals accordingly. Zoom in on the drawbacks and find ways to improve and grow.

Check Why don't your lead Convert into Sales: Lead Conversion Mistakes.

One-on-One Meeting with Manager: Questions and Answers

Don't know how to answer your manager's questions during a 1:1 meeting? Have a look at some of the frequently asked questions and their answers.

Question.1 How are things going for you today? Let's talk about last week.

Answer: Everything is going well today. Last week was productive. I successfully closed two new deals and exceeded my sales targets. I also attended a training session on objection-handling techniques, which I've started implementing in my client conversations. Overall, it was a positive week with solid progress.

Question.2 What have you planned for this week?

Answer: This week, my main focus is to follow up with potential leads and prospects and ensure timely responses to inquiries. I also have scheduled product demonstrations with two key clients. Moreover, I will continue refining my sales pitch and incorporating the feedback from our previous discussions to improve my overall performance.

Question.3 How do you feel about the recent change XYZ?

Answer: I feel positive about the recent change involving XYZ. It presents exciting opportunities for growth and collaboration. It aligns well with our goals and will contribute to our overall success. I am confident in our team's ability to adapt and thrive in this new environment.

Question.4 What challenges did you face during the last week? Have you overcome them? If yes, how?

Answer: One challenge I faced last week was handling a particularly tough objection from a client about pricing. To overcome this, I empathized with the client's concerns and explained the value of our product. I also offered a flexible payment plan option that addressed their budget constraints. Ultimately, I overcame the challenge and closed the deal successfully.

Question.5 Do you feel confident about the progress of your team and that of yourself?

Answer: I am confident in how my team and I are progressing. We have consistently met and exceeded our sales targets, collaborated effectively, and supported each other's growth. Our communication and teamwork have improved, leading to better performance. I'm optimistic and excited about our future.

Question.6 Any correspondence you'd like to share?

Answer: Definitely! One interaction I'd like to discuss is a recent client meeting where I had the opportunity to conduct a thorough needs analysis. I actively listened to the client's requirements, asked probing questions, and customized my presentation to demonstrate how our product addressed their pain. The client was highly engaged throughout the meeting, and we had a productive discussion. By understanding their needs and effectively conveying the value of our solution, I built trust and advanced the sales process. All in all, It was a positive interaction.

Question.7 Would you like to give me any feedback or suggestions?

Answer: You've been doing a great job as a sales manager. Your leadership and support have been commendable. One area for further improvement could be to increase the frequency of coaching sessions to provide more real-time support and address challenges promptly.

Question.8 What new skills would you like to develop on the job?

Answer: I would like to enhance my ability to craft compelling narratives. I would also like to learn how to leverage social media platforms to build relationships, nurture leads, and establish a strong personal brand contributes to my sales success.

Question.9 How are you progressing toward your long-term goals?

Answer: I consistently seek opportunities to develop my skills through training programs, industry certifications, and self-study. I actively engage in networking activities to expand my professional connections and gain industry insights. Additionally, I set personal targets, track my performance, and seek feedback from mentors and managers to continuously improve and grow.

Question.10 What are you focussing on this week?

Answer: This week, I am committed to continuous learning. I will focus on enhancing my product knowledge, staying up-to-date on industry trends, and refining my sales skills. I look forward to updating you on my progress during our next meeting.

Recent One-on-One Meeting Templates

Below is a shared recent one-on-one meeting template used as a meeting starting point. This template can be customized based on individual needs.

Opening and Check-In

  • Begin the meeting by exchanging greetings and briefly checking each other's well-being.

Review Previous Action Items

  • Discuss any action items from the previous meeting and provide updates on their progress or completion.

Employee Updates

  • Allow employees to share updates on their work, projects, and challenges.

Performance and Development

  • Discuss the employee's performance, provide feedback, and address any concerns or areas for improvement.
  • Explore the employee's professional development goals, aspirations, and any support they may need.

Current Projects and Priorities

  • Review the employee's current projects, tasks, and deadlines.
  • Discuss any challenges they are encountering and offer assistance or guidance.

Team Collaboration and Communication

  • Discuss the employee's interactions with team members and address any concerns related to collaboration or communication.
  • Share updates on team initiatives, changes, or upcoming events.

Other Topics

  • Address any other topics or questions that either party wishes to discuss.

Goal Setting and Action Items

  • Establish new goals or objectives for the employee, ensuring they align with the overall team and organizational goals.
  • Define action items, deadlines, and responsibilities for each goal.


  • Summarize the key points discussed during the meeting.
  • Express appreciation for the employee's efforts and contributions.
  • Schedule the next one-on-one meeting if necessary.

Also, Download One-on-One Meeting Request Email Sample.

Summing Up: One-on-One Meeting for Sales

A one-on-one meeting is a regular private discussion between a manager and his employee. The sales meeting includes feedback on the rep's performance, goals and targets, successes and challenges, shortcomings, physical and mental well-being, etc.

One-on-one meetings are an essential part of a business. Therefore, they should be effective and helpful for the manager and the employee.

Now that you know the meaning and importance of 1:1 meetings and how to prepare for a one-on-one meeting for sales, you're all set for your next sales meeting.

Looking for more ways to boost the productivity of your sales team? We're here to help.


How do you prepare for a sales meeting?


To prepare for a sales meeting, thoroughly research the prospective client, understand needs, and cater to their specific requirements. Additionally, set a clear goal for the session and deliver a persuasive sales pitch to convey the value and benefits of your offering effectively.

What are the objectives of a sales meeting?


The objectives of a sales meeting include building relationships with potential customers, understanding their requirements, promoting products or services, taking feedback, and ultimately proceeding with the sales process. The end goal is to generate revenue through effective communication, trust, and persuasion.

What should be included in a one-on-one meeting?


A one-on-one meeting should include discussions about the employee's progress, challenges, and achievements, offer feedback, support, and guidance, address any concerns, set goals and action plans, and explore opportunities for development and growth.

What is the purpose of a 1 on 1 meeting?


A one-on-one meeting aims to nurture open communication, set goals, provide feedback, address challenges, build relationships, and support the growth and development of the individual.

Should I ask questions during my 1 on 1 meetings?


Yes, asking questions during your one-on-one meetings is highly recommended. It displays your interest in the sales meeting and helps uncover valuable insights. Asking thoughtful questions can enhance understanding and provide a healthy work environment for problem-solving and growth.

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