HARDISON’S TIPS – OCTOBER 5, 2021- Steps to Successful One-on-One Company Sales Meetings

HARDISON’S TIPS – OCTOBER 5, 2021- Steps to Successful One-on-One Company Sales Meetings

Do you have weekly one-on-one sales meetings in your company? You know, regular progress reporting and strategic planning meetings designed to help your salespeople understand how to surpass their sales goals and contribute to better overall company sales performance? If you do, you probably know that these can be a challenge, sometimes fraught with misunderstandings, anxiety and defensiveness. It doesn’t have to be that way. Consider these 5 tips for how to conduct more effective one-on-one sales meetings in your organization:

Come Prepared:

Before beginning a sales meeting, make sure you and your salesperson are prepared with all necessary sales reports, sales performance results and other deliverables, including:

  • The sales rep’s pipeline report
  • A list of the action items to have been accomplished from the previous week
  • Goals for next week’s performance
  • A copy of the call report and/or previous week’s sales call activity

Converse; Don’t Interrogate:

To set the right tone for the meeting, be personable and start with conversation. There will be plenty of time to dig into the numbers (sales metrics, deals in the pipeline, sales forecast analysis, etc.) as the meeting progresses, but first…

  • Ask your salesperson how his or her week went, in general terms
  • Ask about the week’s successes and challenges: Did something really good happen? Did any unexpected troubles arise?
  • Use this information to shift the focus to more detailed analysis of the numbers and suggestions for the week ahead

Review Performance Against Expectations:

Having set the right tone and gotten a broad view of the salesperson’s weekly performance, you can move into a more detailed discussion:

  • Is your salesperson on track to hit their sales quota?
  • Is the sales pipeline sufficient to overcome any quota deficiency?
  • Are daily, weekly and monthly sales metrics on track to generate the opportunities needed to hit/exceed the salesperson’s continuing quota?

Adapt Your Style:

Everyone is different and has a particular communication style. If you are having trouble communicating effectively with your salesperson, go back to the questions you asked when you first hired him. Draw on what you already know and adapt your coaching style to improve communication.

Be Clear With Forward-Looking Expectations:

We all want to know in advance what is expected of us. With that in mind…

  • Make sure your salesperson knows what is expected each week
  • Reward positive sales behavior quickly, so your sales rep will do more of the same!
  • Set consequences so poor behavior doesn’t go on too long

It’s important to hold these company sales meetings weekly in most cases. Holding them less frequently can make it more difficult to make proper corrections or performance adjustments, or even to give relevant and timely praise.

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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