Building sales skills in 1-on-1s

Help managers use 1-on-1s to build skills in their sales teams.

• Type: Video activity
• Topic: 1-on-1s
• Audience: New managers
• Group Size: 4 - 12
• Duration: 20 - 30 minutes

 

Intro & set up

“To help us learn about 1-on-1s, I’m going to play a short video about how an experienced manager used that time to help a salesperson build their skills. After that, I’ll ask the group a few questions to see what we can learn from his experience.”

Open the video in a new window.

Discussion questions

• In your opinion, is helping a direct report build skills a good use of 1-on-1 time? Why or why not?
• What parts of this issue might be particularly beneficial to address in a 1-on-1?
• What might you keep out of a 1-on-1, and why?
• Have you ever used 1-on-1 time for this purpose, or has a manager done so with you?
  • What was your experience like?
  • What made it more (or less) successful than it could have been?
  • What might you do differently if you were in a similar situation again?
• How might you use 1-on-1 time to reinforce positive change on this issue in the long term?

If you want help preparing to facilitate this activity, check out our article: How to facilitate a group discussion.

Links to learn more or reinforce the activity

• How to run 1-on-1s
• Coaching, mentoring or training?
• Zipp’s tips: 7 things I’ve learned about managing sales teams
  

Simplified Content

• Have you ever had a one-on-one meeting for this purpose, or has a manager done so with you?
  • What was your experience like?
  • What made it more (or less) successful than it could have been?
  • What would you do differently if you were in a similar situation again?
• How can you use one-on-one meetings to reinforce positive change on this issue in the long term?