Free template for sales managers
Spend five minutes on the numbers and the rest on coaching. Copy it, print it or download it for Word. Free, no sign-up.
Most 1:1s with a rep go the same way. "How's it going?" "Good." Then twenty minutes of "when will it close?" This template moves the numbers to the rep's side of the table, before you meet, so the meeting is yours to coach.
Date: ______ Week: ______ 30 minutes
This week against target
Calls: __ of __
Meetings: __ of __
Proposals sent: __ of __
Deals closed: __ of __, worth $____ of $____
Last week's promise: ____________ Done / Partly / Not done
One win this week: ____________
The deal that's stuck, and what's stopping it: ____________
What I need from you: ____________
1. Last week's promise (3 min). Did it happen? If not, what got in the way?
2. The numbers (5 min). Which number is short? Is it early in the week's work (calls, meetings) or late (proposals, deals)? What does the rest of the month need?
3. The stuck deal (10 min). What's the next step, who says yes, and by when? What would you do if it were your only deal?
4. One skill (7 min). Replay one call or meeting from this week. What's one thing to try on the next one?
5. Anything else (3 min). What's getting in the way that isn't a deal? How are you doing?
6. Next week's promise (2 min). One thing, with a number and a day. The rep writes it, in their own words.
Send the rep the notes and the promise the same day.
Put next week's 1:1 in both calendars.
Write down anything you promised them, and do it before the next one.
The numbers get five minutes because the rep already wrote them down. The stuck deal gets ten, because that's where your help changes a result this month.
Same slot every week, so a 1:1 isn't a sign of trouble. If you have to move it, move it. Don't drop it.
What came out of it: Monday and Tuesday went on admin, so calls ran short. Sam has never spoken to the finance person, so the next step is to ask the owner for a 15-minute call with them. On the replayed call, Sam gave the price before asking how they do it today. Next time: two questions before any number.
Promise for next week: 40 calls by Thursday, 9 to 11 every morning blocked for them, and the finance call booked by Wednesday.
Swap these in at step 2 or step 5 when the usual questions get the usual answers.
The template is free. ActivityTracker, the app we make, is paid, and it fills in the week's numbers before you meet.
The template is free to use. The app is paid, and it's for keeping each rep's numbers and notes in one place.