Mastering the Inside Sales/Sales Weekly 1:1: An Agenda for Success

A weekly inside sales/sales meeting between an SDR and an AE is an essential part of any sales team's routines. With a lot of teams, this can be informal and uninformative. Instead, it should be used to coach and educate both the SDR and the AE. It's a time to come together, review past performance, and plan for the future. We'll cover what to include on your agenda for a productive and efficient meeting.

When to have it:

The best time to hold your sales meeting is once a week, at the same time each week later on Monday or early Tuesday, so that your team can plan accordingly. The meeting needs about 30 minutes to prepare and should last 30 minutes to 1 hour.

Meeting Agenda & Tasks:

• Review of last week's sales performance: Ask team members to report on their accomplishments from the previous week, including the number of leads generated, the number of deals closed, and any other key metrics.
• Discussion of successes and challenges: Allow team members to share what went well and what didn't go as expected during the past week. This is an opportunity to learn from each other and identify areas for improvement.
• Review of declined leads and opportunities: Discuss the reasons why certain leads or opportunities didn't move forward. This can help identify patterns and areas for improvement in the sales process.
  Review of accepted leads: Discuss what made the leads that were accepted good and how to replicate that success in the future.
• Lead quality review: Evaluate the overall quality of the leads generated and whether the qualification criteria are effective. Identify any areas for improvement from a lead quality perspective.
• Feedback from prospects: Review any feedback received from prospects regarding their expectations vs reality during discovery calls. Use this feedback to make improvements in the sales process.
• Handover review: Discuss what made handovers successful and unsuccessful last week. Identify areas for improvement to ensure smooth handovers in the future.
• Planning for the current week: Review the pipeline and discuss what's being pitched, who is responsible for what, and what approach will be taken. Make sure there is enough pipeline to meet the team's goals.

Following an agenda similar to this for your weekly sales meeting will be productive, efficient, and effective. Remember though, creating a dialogue and feedback loop with your SDRs, AEs, and Sales leadership is the key here. It will help your team stay on track, identify opportunities for improvement, and keep moving forward toward achieving your sales goals.