This template can be used by sales managers and account executives (AEs) to organize and structure their regular check-in meetings.
The goal of using this template is to help ensure that the meeting is productive and focused and that both the manager and the AE have the information and support they need to succeed in their roles. This template can be customized to fit the specific needs and goals of the sales team.
Manager & AE Check-in
Recap & follow-up
- Actions agreed at the last check-in
- Status of those actions
- If actions are carrying over, what is the blocker?
Pipeline
- Which deals look like they may be going sideways?
- Which deals have progressed since last check-in?
- What new opportunities have come into the pipeline?
Closed deals
- Which deals have closed since our last check-in?
- What are we learning from from the won opportunities that would be helpful for the team to know?
- What were the reasons behind lost opportunities? Do any of them warrant a deep dive?
Activity & coaching
- What has worked for you in getting the deals to progress down the pipeline since our last check-in? What hasn’t worked very well?
- Where are you seeing the biggest drop-off right now?
- What shall we work on to help you get even better?
Rep concerns
- How can your manager / team help you reach your goals, in addition to helping remove the blockers identified earlier?
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