The need for regular 121 meetings between B2B salespeople and their managers is essential for a successful and productive working relationship. This type of meeting provides an opportunity for both parties to openly discuss the salesperson’s performance, goals, and strategies. It also allows the salesperson to voice any concerns they may have and allows the manager to provide feedback and guidance.
In the modern business world, salespeople need to be able to quickly adapt and adjust their approach to a changing market. A strong relationship between the salesperson and their manager allows them to stay on top of this, as the manager is able to provide valuable insights into the market that the salesperson may not have access to, or vice versa. Without regular 121 meetings, it is difficult for the salesperson to stay up to date on the changes in the market and to adjust their approach accordingly.
Regular 121 meetings also provide a space for the salesperson to voice any challenges they may be facing and to receive the necessary guidance from their manager. The manager is able to provide support and advice that is tailored to the salesperson’s individual needs, allowing them to feel supported and heard in their role. Without regular 121 meetings, salespeople may be left feeling frustrated and unsupported, which can lead to a lack of motivation and decreased performance.
Regular 121 meetings also create an opportunity for the manager to review the performance of the salesperson and provide appropriate feedback. In this way, the manager is able to ensure that the salesperson is on track and performing to the expected standards. This is especially crucial in a B2B sales environment, where accuracy and efficiency are paramount. Without regular 121 meetings, it can be difficult for the manager to identify any issues with performance and address them promptly.
Regular meetings between rookie sales people and their sales manager is key to developing a good sales person into a great one.
- Schedule 35 minutes meetings at the same time, early in the week if possible (weekly, biweekly, monthly, and so on), depending on how often you think necessary. Doing this, is easier on your time, sets up a good working week and it builds good routine.
- Make the meetings a total obligation and commitment. Never cancel them, just reschedule
- Position the meetings as quality time between manager and sales person, so no interruptions, a quiet area and no mobiles.
- Have your CRM on the ready and use the info in there as the basis for the meeting. If it is not in CRM, it did not happen.
Prepare good questions:
- How are you doing against your sales and activity targets?
- What’s working?
- Where are you getting stuck?
- What might you do differently?
- How are you doing?
- What is one thing I can help you with this week to support your growth?
Review the key sales opportunities and home in on when the sales will happen and what support you can give.
Agree actions (what, who and when by) and confirm them via email.
Over time you will see performance, job satisfaction and retention improve.
In conclusion, regular 121 meetings between B2B salespeople and their managers are essential for a successful and productive working relationship. This type of meeting provides a space for the salesperson to receive support and guidance, as well as for the manager to review performance and provide feedback. Without regular 121 meetings, it is difficult for the salesperson to stay up to date on changes in the market and for the manager to identify and address any issues with performance
More experienced sales people need 121s too. The format is different. Feel free to ask me for ideas.
