D
D

deathbysales

Strategic Accounts

Politicker
Opinionated
Contributor
+2

One on One with your manager & metrics

I am curious how your One on One is structured with your manager? Do you have a separate forecast/pipeline reviews?


What would you find helpful during your one on one? What do you wish you were getting out of your manager that you're not?


I am taking over the team and while I know what I find helpful I thought I would ask everyone here. I don't want these meetings to be wasteful for the reps.


Additionally how do you really feel about metrics? I know as a rep I thought it was lame and did not want to be tracked based on number of calls, activities or meetings etc... all I cared about was - am I hitting my number. HOWEVER now I am seeing the need for some accountability in this area. Would love to hear feedback, ideas, thoughts?

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11 comments

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SaaSsy
Politicker
3
AE
Ask your reps - they will all want different things from you. Reps want to move into leadership as a career path? Focus your conversation around milestones to be achieved for this. I like receiving actual coaching if I’m in a slump - different questions to ask, where am I missing? If I’m crushing it, let’s just have some fun and talk about how I can maximize accelerators.
oldcloser
Politicker
2
vice office
...and yes... fastest way to get staff buy-in if you're moving up from the rank and file is to just ask them. But don't ask for problems. Ask what's on their mind. Listen. Don't spill wisdom. As a new manager you don't have any yet. Sorry. Don't promise to fix stuff. Listen, listen, listen.

Read that book. Promise it has all of it.
oldcloser
Politicker
2
vice office
Go now. Do not hesitate. Buy "The Coaching Habit" by Michael Bungay Stanier. Key takeaway- the book is not about turning you into a coach. It's about making you a leader, a manager, a human being that is more coach-like. --yes, that was a direct copy/paste--

It'll give you the magic. Bottom line, you'll need a habit, a scalable repeatable methodology that your reps can count on from you, the human who coaches them --not a ripoff--

Changed my life.
deathbysales
Politicker
2
Strategic Accounts
Amazon will have it to me tomorrow. Thanks.
oldcloser
Politicker
1
vice office
Money back guarantee. Swear. Your reference to metrics rang my bell. Quota over KPI til I die!
oldcloser
Politicker
2
vice office
Sneak preview question: "What's on your mind?" You'll get the supporting logic from the book. So damn good. And good luck to you in the role!
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
The only metric which matters is Revenue. If a rep can close a deal in a single call, why should they be making 50-100 calls/day? Stupid.

BUT.... most people can't close a deal per call and they need to understand that their activity is what matters most - sales is a numbers game.

So if you have a rep who is hitting their Revenue number consistently, don't even talk about calls, meetings, etc. Focus on bringing their deals to close AND keeping their funnel full. The biggest sin most reps commit is they drop off on new account generation activity as they focus on closing current deals in their pipeline.
Sunbunny31
Politicker
2
Sr Sales Executive
My 1:1 starts with my manager asking me what I want to cover. What’s on my mind, whether it’s something personal or a deal I need some insight on. We do cover updates, the forecast, but that’s toward the end. I definitely appreciate that it’s treated as my time to spend in a way that’s important to me, first.
Maximas
Executive
1
Senior Sales Executive
I believe that the one and only goal for the one to one meetings -same as my company applies-should be checking the reps metrics and their progress towards meeting them in addition to checking the weakness points and put an improvement path for em &maintaining the good ones!
My feedback on em is the more you're doing good on these metrics the less the need for those one to ones or at least to be less frequent and vice versa!
I believe finally that metrics shouldn't be constant all the way long and need to keep up with the market challenges, in terms of obtaining or maintaining prospects, so that the more the challenges the less the targets for those metrics!
CuriousFox
WR Officer
1
🦊
The 1 on 1 is mine. I set the slides. Forecast misses/challenges from the previous month, appointments, business reviews, pipeline, demos, goals for the new month, and I end with what mgmt can do to help.
Justatitle
Politicker
0
Account Executive
I feel like the best 1-1s I have are when I know that it is a place that we can discuss work but also open it up to other areas like personal life and such.

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