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Template

Weekly one-to-one template for sales managers

Twenty minutes, four parts, and the manager leaves with commitments of their own in writing. That last part is what makes the meeting worth having.

Scott O'SullivanScott O'Sullivan, founder of Welivo. 14 years running sales floors and contact centres.· Updated 16 Oct 2026

A sales one-to-one has four parts. The numbers. The pipeline. One skill to work on. And the commitments the manager makes to the rep, with dates. Most templates cover the first three. The fourth is the one that changes whether the rep hits target.

Download the template

Sales one-to-one templateWord document, one page per meeting. Editable. No email address needed.Download (.docx)

The agenda (20 minutes)

Weekly one-to-one

Rep · Manager · Date

1. The numbers (3 min)

Target this month
Pace to dateWhere the rep is now vs where they should be on this day of the month
Gap, in money

2. The pipeline (7 min)

Deals over the thresholdStage, next step, date of next step, what's blocking it
Stuck dealsAnything with no movement in 14 days

3. One skill (5 min)

Skill this weekOne. Discovery questions, objection handling, close. Not a list
EvidenceWhich call or deal showed it

4. Commitments (5 min)

Manager commits toThree or four, each with a date. "Call review Tuesday 11:00." "Chase finance on the Harper deal by Wednesday."
Rep commits toTwo or three, each with a date
Last week's commitmentsKept / not kept, by whom. Ask the rep, not yourself

Why the manager's commitments go in writing

A one-to-one where only the rep leaves with actions is a status update. The rep already knows their number. What they need from the meeting is the help that gets them to it, and help that is not dated does not happen.

Writing down "I'll do a call review with you Tuesday" does three things. It makes the manager do it, because it will be the first question next week. It gives the rep something to hold the manager to. And it creates the record. If that rep is short of target in three months, the question will be whether they were supported. A list of dated commitments, with the rep's own view on whether each one was kept, answers it.

The last line of the template is the important one. Ask the rep whether last week's commitments were kept. Do not fill it in for them.

Sixty-second prep

Before you walk in, you need four things in front of you. Target and pace. The last three commitments you made and whether they happened. The last coaching event and its date. Anything the rep raised last time that is still open. If you have those, the meeting runs itself. If you do not, the first ten minutes are spent finding them.

Welivo puts those four things on one card before every one-to-one, and records the commitments as they are made. See the manager's week.

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