SaaS sales is a fast moving, high pressure role—outside of the fact that the sales team is accountable to hit challenging sales numbers. It's no wonder most sales 1:1s in tech are awkward moments where the rep waits to see if they're going to go on a PIP. It's hard to have a solid 1:1 with your rep if they're scared the whole time. Good news, avoid that with this simple SaaS sales 1:1 template!

SaaS Sales Rep One-on-one Meeting Template Walk-through

1. Icebreaker

It's simple: Start with an icebreaker to kick off a conversation. Let the rep pick whatever question they want (poke them to ask it at least 24hr in advance). It'll get them thinking.

2. Learning: call coaching or deal coaching

Once you're in the groove, shift your conversation to learning! Choose a call or a deal and dive deep into what you learned from the specific situation. This is a great opportunity to develop skills in whichever area needs more attention any given week.

3. Goal setting

What's your focus for the next week? Discuss the most important things to get done and how you'll measure progress.

5. Two-way feedback sharing

Finally, cap it off with action! Now that they've shared where they want and need help, give them some feedback in that area. Sometimes it's best to share something each of you should start doing, stop doing, and keep doing. By using this format you're forcing yourself to share the full extent of your feedback with each other. Beyond that: You and the rep can add items, question, concerns, etc. as they come up and can batch those questions into the second half of the one-on-one!

Finally: End the meeting with a "How helpful was this?" We want the reps to answer honestly, but we also want to make sure we're using the hour to the fullest.

This meeting agenda will help you uncover roadblocks, areas of improvement, and help facilitate two-way feedback so you can build trust with your team while giving them the knowledge and resources they need to hit targets and succeed.