THE SALES

ONE-ON-ONE
CHECKLIST

1. OPENER
WHY IT MATTERS
Last week, how was it? I already know if it was a good or bad week. What I really
want to know is how they view it. If last week was tough
from a work perspective, but even tougher from a life
Jared Smith perspective, I owe it to my reps to provide a moment of
Manager, Sales Development reflection before I dive into the tactical side.

2. LAST WEEK
What was our activity for last week? What
progress has been made in a deal?
Matt Boehm
Manager, Commercial Sales
WHY IT MATTERS
I want to know what level of effort was put out (calls made,
opportunities generated). I want to make sure we are hitting
the pavement hard, especially in a time where new
opportunities are hard to come by. Then, it's all about the
deals. I want to know that the rep is progressing a deal
forward and driving urgency while keeping in mind all the
red flags that could come into play.

3. NEXT WEEK
WHY IT MATTERS
What are your three most important goals I'm trying to assess if reps are thinking strategically about
for next week? how to achieve their goals. What next steps do they have
planned? What obstacles do they see coming up? What are
competitors doing? All of this impacts their plan, and I want
to make sure they’re being proactive.
Tatiana Feola
Manager, Sales Development

www.gong.io
4. GOALS
Here is what people exceeding their goals
are doing (show metrics). What’s your goal?
What stands in the way of hitting it?
WHY IT MATTERS
I want to ensure people are setting goals that are
achievable and in-line with top-performers in our
organization. I'm also looking at how people set their own
goals – are they aggressive, out of touch with reality, not
ambitious enough? And how do I help them find the right

Bryan Tucker goal and a path to get to it.

Manager, Mid-Market Sales

5. MOTIVATION
What are you trying to achieve here and what
would it mean to you if you could achieve this?
Bob Spina
VP Sales, Strategic Accounts
WHY IT MATTERS
Motivated people work best when they have goals to strive
toward. Asking this question frames the motivation for the
individual rep. It also helps reps visualize the reward or
end-result, which can be a powerful motivating tool. Tying
in their short-term goals with long-term, personal
objectives helps measure progress and give a sense of
accomplishment.

6. FORECAST
WHY IT MATTERS
Why does the buyer need this deal to close I’m trying to get a sense of what the impact is to a particular
this month? customer if the deal doesn’t close. That is the biggest win
for any one-on-one. If there is no clear answer, we can get
creative with ways to create that urgency. And no, a
discount doesn’t count.
Jameson Yung
VP Sales

7. CONFIDENCE
WHY IT MATTERS
How do you think it went? It can be a disarming question. What I’m trying to gauge is
what their degree of confidence is and get them to think
critically about their own work. Of course you can expect to
Devin Reed have the question returned to you, which gets you an
Content Strategy Manager invitation to provide guidance (instead of offering
unsolicited advice).

www.gong.io