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B2B Sales Glossary:
Sales Leadership & Management
Master the essential revenue and financial metrics that drive B2B SaaS success. From ARR and MRR to retention metrics and customer economics, these terms are critical for understanding pipeline health, forecasting growth, and making data-driven decisions.
1-on-1
Short Definition
What Is a 1-on-1?
A 1-on-1 is a regular private meeting between a manager and a sales rep focused on performance, priorities, and professional development. In B2B sales, it’s a structured time to align on deals, pipeline health, and skill gaps.
Effective 1-on-1s go beyond status updates. They create space for coaching, problem-solving, and motivation. They give reps actionable feedback and managers real insight into their team’s execution health. When done consistently, 1-on-1s become the heartbeat of the team, helping them hit their targets.
Why 1-on-1s Matter in B2B Sales
Great sales teams course-correct in real time. 1-on-1s give leaders visibility into seller mindset, activity quality, and forecast risk before it’s too late.
For the rep, it’s the safest environment for honest discussion about stalled deals, process challenges, or personal goals. For the manager, it’s a rhythm to measure progress and reinforce accountability. Teams that institutionalize 1-on-1s often close deals faster because blockers surface early and coaching compounds weekly.
How to Use 1-on-1s in Your Sales Motion
Step 1: Set a Consistent Rhythm
Hold 1-on-1s weekly or biweekly for 30–45 minutes. Consistency builds trust and signals that development is a priority, not an afterthought.
Step 2: Use a Shared Agenda
Collaborate on a recurring agenda—often in a shared doc or CRM note. Include three buckets: results (pipeline, quota), activity (meetings, outreach), and growth (skills, career goals).
Step 3: Ground the Conversation in Data
Review forecasts, opportunities, and activity metrics directly from your CRM. This keeps discussions objective and focused on outcomes instead of anecdotes.
Step 4: Coach, Don’t Just Manage
Focus 60% of the meeting on coaching; discuss how the rep is approaching key accounts, handling objections, or collaborating cross-functionally. Use call recordings or deal reviews for context.
Step 5: Close with Commitments
End every session with two documented actions: 1) what the rep will do next and 2) how the manager will support it. Review progress in the next session to maintain momentum and accountability.
Key Metrics and Benchmarks
Track inputs (consistency) and outputs (impact) of your 1-on-1 cadence:
- Completion rate: % of scheduled 1-on-1s actually held (goal: >90%)
- Manager coverage: Reps receiving consistent 1-on-1s each month (goal: 100%)
- Rep satisfaction: Survey reps quarterly for qualitative insight on meeting effectiveness
- Performance correlation: Compare reps with frequent 1-on-1s vs. those without—high-performing orgs often see 20–30% lift in attainment
- Coaching utilization: % of meetings where coaching or skill-building topics appear in notes
Common Mistakes and How to Fix Them
Frequently Asked Questions
How often should I run 1-on-1s?
Weekly or biweekly is ideal for dynamic enterprise or mid-market teams. Monthly may suffice for stable, senior sellers.
What should I include in a 1-on-1 agenda?
Cover performance review, deal/pipeline risks, and coaching topics. Leave room for personal and career check-ins; they build trust.
How do I measure the ROI of 1-on-1s?
Track meeting consistency, rep performance over time, and engagement survey scores. The ROI shows up as faster deal cycles and better retention.
Should I use a template or keep them informal?
Templates help maintain structure, but always personalize. Use a standard framework, then tailor to each rep’s goals and deal load.
How do 1-on-1s differ from forecast calls?
Forecast calls are team-level accuracy checks; 1-on-1s are individualized performance and coaching sessions that feed those forecasts.
Updated on January 28, 2026
Reviewed by Ben Hale