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What should a salesperson be better prepared to do after a one-on-one meeting?

In this episode of The Selling Point, Anthony Nicks shares a practical 30-minute agenda that helps business owners and sales leaders turn performance gaps into focused coaching.

Anthony walks through how to prepare, review commitments, understand the cause of a problem, practice one selling behavior, and agree on clear next actions. A hypothetical example shows how to coach a salesperson who hesitates to ask buyers for a next step.

You will learn:
• How a one-on-one fits alongside team meetings and pipeline reviews
• What the salesperson and manager should bring to the conversation
• How to use the six-part, 30-minute agenda
• How to distinguish skill gaps, execution problems, unclear expectations, and process obstacles
• How to practice a useful next-step question with a buyer
• What to record so both people can follow through

The agenda:
0–3 minutes: Priorities and concerns
3–7 minutes: Previous commitments
7–12 minutes: Performance pattern
12–23 minutes: Focused coaching
23–27 minutes: Practice and application
27–30 minutes: Decisions and commitments
These are meeting agenda intervals, not episode timestamps.

Try it this week: bring one real selling situation to a one-on-one, practice a specific behavior, and leave with a dated commitment for both the salesperson and the manager.

Find the companion article, “How to Conduct Sales One on One Meetings That Improve Performance,” in the Transformative Sales Systems blog:
https://transformativesalessystems.com/

Learn about Fractional Sales Management from Transformative Sales Systems:
https://transformativesalessystems.com/blogs/sales-one-on-one-meetings/

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