Keeping your salespeople engaged and on track can sometimes be a challenge, as each individual has their own motivations and drivers. What’s important is to ensure a continuing dialogue. As a sales manager, using a sales meeting one-on-one agenda with targeted questions can be a key tool for your check-ins.

Different Questions Align to Different Goals

During your regular conversations with sellers, you’ll be covering a lot of topics and subjects. Those include:

  • Follow-ups or homework from the week before
  • What’s in the pipeline
  • Closed deal reviews (wins and losses)
  • Sales activities and initiatives (ongoing and new)
  • Special projects
  • Challenges and concerns
  • Next steps

Within each of these topics, it’s helpful to have a set of questions that you can use to communicate consistently across your team. With this approach, everyone is on equal ground, and expectations are clearly defined.

One-on-One Agendas vs. Sales Meetings

Sales meetings are structured to address the entire sales team together. Your role is to guide them through team-wide updates and to further their training with exercises and role-play, such as the Sales Meetings in a Box series.

In a one-on-one meeting, you’re addressing that individual and their goals, strengths and weaknesses. With a sales meeting one-on-one agenda template, you have a guide for every interaction. You can use it differently depending on the salesperson. It should be a tool to foster communication, resolve challenges, and offer support so they can thrive.

In the sample agenda, you’ll see terms like “pipeline” and “opportunities,” which represent CRM (customer relationship management) terms. Not all broadcast companies use CRM software, but it can be a valuable tool for you as a sales manager and your team. Pipeline relates to deals salespeople are currently working, and opportunities are just another name for those deals.

Sales Manager’s Agenda for One-on-Ones

Here is a list of questions by topic. You can also download this as a PDF for your convenience.


Follow-Ups from the Previous Meeting

  • What’s the progress on the actions we spoke about last time?
  • Are there any blockers, internal or external, keeping you from taking those actions?
  • What can I do to help remove those?

What’s in the Pipeline?

  • Are any deals going sideways (i.e., new objections, stalled renewals, unresponsive advertisers, competitors jeopardizing the opportunities)?
  • What deals are progressing, and what stage are they in?
  • Do you have any new opportunities since we last met?
  • Is your pipeline in line with goals?
  • Are you entering information into and updating the CRM system (if applicable)?

Closed Deals Review

  • What deals have closed since our last review?
  • Are there any learnings that would be good to share with the team for those you won and lost?
  • Are there any closed lost deals that we should dive deeper into to understand why they didn’t work out?

Sales Activities and Initiatives

  • What are the actions you took to progress deals through the pipeline?
  • What was your prospecting activity since we last met?

Special Projects

  • How are you progressing toward annual revenue plans?

Challenges and Concerns

  • What do you need from me to help you remove blockers or be more successful?
  • Do you have the right tools to perform your duties?
  • Do you feel you need more training on digital advertising tactics or processes?

Next Steps

  • What will you be working on in the week ahead?
  • Do you need any support to accomplish the next steps?

Download the Sales Meeting Agenda to Use with Your Team

Coaching and supporting your sales team is a core priority, and we want to make sure you have the tools and resources to streamline it. We hope this will make your one-on-ones more productive!

Get Your Sales Meeting Agenda Template

Sales Manager’s Agenda for One-on-Ones