Sales training and coaching · Coaching the sales team
Hold one conversation a month where the rep's own numbers set the agenda.
A monthly one to one is a fixed, private meeting between a sales manager and one rep that uses the rep's numbers against the team's. It covers the agenda, the figures to bring, and the dated record both people sign so a goal cannot be forgotten.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A monthly one to one is a fixed, private meeting between a sales manager and one rep that uses the rep's numbers against the team's. It covers the agenda, the figures to bring, and the dated record both people sign so a goal cannot be forgotten.
At a Pune two-wheeler showroom, the manager's one to ones happen when a rep has a bad week and last four minutes at the cash counter. Nothing is written down, so in September nobody remembers what was agreed in July.
A proper one to one is booked for the first working day of the month, runs thirty to forty minutes, and starts with a single sheet: the rep's enquiries handled, test drives booked, orders and cancellations, side by side with the team average. The rep speaks first about what they think the numbers say.
Then comes one skill goal for the month, a date, and a signature from both. The record goes into a folder the rep can also see. The owner reads the records every quarter but does not attend.
This replaces the corridor chat and the month-end shouting match. It sits between the coaching reality check, which tells you whether coaching is happening, and the per-rep funnel diagnostic, which finds the stage where this rep loses deals.
Where this sits
Topic 6 of 8 in sales training and coaching: coaching the sales team. Coaching routines a manager runs weekly and monthly.
- The topic before
- Team foundations
- The topic after
- Hiring and onboarding sellers
If you want this done for you
Training happened once, and the habits it was meant to fix did not last the month.
The work
What this is actually like.
“A number review is not a one to one”
If the whole meeting is targets and shortfalls, reps start dreading it and hiding things. Spend the first ten minutes on the numbers, the next fifteen on one skill, and the last five on what the rep needs from you.
“Let the rep read the numbers first”
A rep who reads their own figures aloud spots the weak stage before the manager does. If you read them out, the meeting turns into a verdict. Hand over the sheet and ask what they notice.
“A signed goal beats a remembered one”
Write one goal, a date and a measure, such as 'ask the budget question on every first call by 15 November'. Both sign. Next month the first item is that sentence, and no one can reinterpret it.
“Skipping it once teaches the team”
A cancelled one to one tells the rep that it was optional. If the manager is travelling, move it by a day, do not drop it. Missed meetings should be visible to the owner on the record folder.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The one-page numbers sheet
Rep versus team for the month: enquiries received, enquiries contacted, visits or demos, quotes, orders, lost reasons. Pulled from your tracker the day before.
Result: Finished when the manager can print or share it in two minutes.
The agenda
Ten minutes numbers, fifteen minutes one skill, five minutes obstacles, five minutes goal. The same order each month.
Result: Finished when the rep knows the agenda before walking in.
The dated goal record
Rep name, month, one goal, the measure, the date, last month's goal and whether it was met. Signed by both on paper or a shared document.
Result: Finished when last month's goal is checked off before this month's is written.
The quarterly read-through
The owner reads all records for the quarter and notes patterns: the same goal repeated three times, a rep with no records.
Result: Finished when the owner has talked to any manager with a missing record.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Should the one to one be private?
What if the rep is far away or on field visits?
How many goals per month?
Is a signed record too formal for a small team?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of coaching the sales team
Or read all of sales training and coaching.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.