Sales coaching 1:1 template

What you get

• A 45-minute weekly 1:1 agenda with timed blocks for pipeline, skills, and development
• A pipeline block limited to deals with a risk or a decision, not every open opportunity
• A skill coaching log that tracks one behavior at a time across weeks
• A monthly development check-in and a commitments tracker

Who it's for

• •Frontline sales managers running weekly 1:1s
• •New managers promoted from a quota-carrying role
• •Sales leaders standardizing coaching across a team

What's inside

1. 1

   Weekly 1:1 agenda (45 minutes)

   5 columns, 5 worked example rows

2. 2

   Pipeline block: deals to discuss

   6 columns, 2 worked example rows

3. 3

   Skill coaching log

   6 columns, 3 worked example rows

4. 4

   Monthly development check-in

   5 fields to complete

5. 5

   Manager's 1:1 habits

   7-point checklist

6. 6

   Why 1:1s collapse into pipeline reviews

   Guidance notes

The preview shows part of section 1. The full template has all 6 sections (5 not previewed here), with blank rows ready to fill in. Download the full template

How to use it

1. 1

   Let the rep set the first five minutes

   The rep brings their own topic first: a blocker, a question, a deal they are stuck on. If the manager always sets the agenda, the rep stops bringing problems until they are too late to fix.

2. 2

   Inspect only deals with a risk or a decision

   The rep lists the three to five deals where something needs to change: a slipping close date, a missing stakeholder, a pricing decision. Everything else is covered in the forecast process, not the 1:1.

3. 3

   Coach one skill for at least three weeks

   Pick one behavior from a call scorecard (for example, asking about decision process) and work on it until the rep does it without prompting. Switching skills every week produces no change.

4. 4

   Protect the development block

   Five minutes weekly and a longer conversation once a month. If you cancel a 1:1, move it; do not merge it into a team meeting.

5. 5

   Close with written commitments from both sides

   Two or three commitments, each with an owner and a date, written in the shared document. Start the next 1:1 by checking them.

Frequently asked questions