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UK-based. Working with sales teams across Europe.
The Sales House

Sales One-to-Ones That Lift Performance

Run sales one-to-ones that develop sellers, not just update the forecast, with a simple structure, better questions and seller-owned actions.

The best seller on the team is often the person promoted to lead it. Overnight, success stops being about your own deals and starts depending on how well other people sell. We have made that move ourselves and coached many managers through it. Here, new sales managers learn how to lead the team without taking over every opportunity.

Enquire About This Studio Course Explore the course
A sales manager coaching a seller one-to-one
The Sales House
Explore. Practise. Perform.

Duration

Half day · 3.5 hours per half day

Group size

6–8 delegates

Format

Online or face to face

Price — Face to face

From £1,250

+ VAT

Price — Online

From £999

+ VAT

where understanding becomes useful —

Why this course matters

A good sales one-to-one is the most valuable thirty minutes in a seller's week.

What you’ll explore in the Studio

Too often it becomes a forecast update. This half-day workshop helps sales managers turn one-to-ones into genuine development conversations.

Delegates explore how to separate the one-to-one from the pipeline review, structure the conversation around the seller's goals, and use questions that surface what is really helping or holding back performance. They practise listening, giving balanced feedback and agreeing a focused action that the seller owns, then build a one-to-one template and rhythm that survives the pressure of quarter end.

a real challenge. a purposeful response.

The challenges this addresses

  • One-to-ones that repeat the pipeline review instead of developing the seller
  • Sellers arriving unprepared because the purpose of the meeting is unclear
  • Development goals agreed at review time and forgotten until the next one
  • Managers cancelling one-to-ones whenever the quarter gets busy

What this can change at work

When sales one-to-ones become another forecast call, sellers lose their best chance to grow. This workshop gives managers a simple structure that separates pipeline inspection from personal development, so each conversation covers wellbeing, progress against goals, a skill to work on and a seller-owned action. Sellers get a meeting worth preparing for, managers get earlier sight of risks and the business builds capability week by week rather than once a year.

Development on the agenda

Every one-to-one includes a skill or behaviour the seller is working on, with an example from their week.

Sellers lead the conversation

Sellers arrive with their own update, a question and a proposed action rather than waiting to be asked for numbers.

Protected in busy weeks

One-to-ones keep their place in the diary at quarter end, shortened if needed but never quietly dropped.

Explore. Practise. Perform.

Less theory. More application.

What participants will practise

Realistic sales scenarios, role-play and peer feedback around the purpose of a sales one-to-one and separating development from pipeline inspection. Where helpful, participants work on their own live (or anonymised) opportunities.

What they’ll take away

Take-away materials with the questions, frameworks and techniques covered, plus a short personal action plan for the next customer conversations where the skill matters.

How we help it stick

Reflection and action planning are built into the session. Reinforcement such as manager guides, follow-up labs or coaching depends on the programme you choose and is agreed with you.

How we make learning stick

Inside the workshop

Managers practise real one-to-ones in pairs and trios, taking turns as manager, seller and observer. Each round focuses on a different moment: opening well, exploring a skill gap, responding to a difficult update and closing with a clear action. Breakouts compare what made each conversation useful. Delegates leave with a one-to-one template, question prompts and a weekly rhythm for their own team.

Make Sales One-to-Ones That Lift Performance relevant to your business

Tell us where you want to make progress with the purpose of a sales one-to-one. We can discuss suitable workplace examples, priorities and access needs before agreeing the scope. Choose live online or face-to-face training for your UK or European team, with delivery arrangements agreed before booking.

Discuss a customised version

What the training covers

The scope below sets out the subjects covered. Workplace examples and practice are shaped around your team within the booked format.

  • The purpose of a sales one-to-one
  • Separating development from pipeline inspection
  • A simple one-to-one structure
  • Questions that surface what is really going on
  • Balanced feedback and seller-owned actions
  • Keeping one-to-ones alive at quarter end

What’s included in your booking

Your booked time and format
Half day · Live online or face to face, agreed before booking · 6–8 delegates.
Included in every course
  • Interactive, facilitator-led learningLive, hands-on sessions built around practice and participation.
  • Group discussionsShared conversations about real situations, so people learn from each other as well as the facilitator.
  • Breakout exercisesSmall-group practice, role-play and problem-solving, online or in the room.
  • Take-away materialsCourse materials, tools and templates to use back at work.
Facilitated learning and practical application
The subject coverage, exercises and facilitator feedback described above, with space to connect the learning to relevant workplace situations. The workshop description sets out the specific plans, prompts or tools developed in this course.

Follow-up coaching, refresher sessions and additional delivery days are not automatic inclusions; any additions are agreed in your proposal. Travel, venue arrangements and any software licences are confirmed separately where relevant. Prices exclude VAT.

Outcomes

The capabilities delegates work towards through the training and practice:

  • Run one-to-ones with a clear development purpose
  • Ask questions that help sellers think
  • Agree one focused action the seller owns
  • Leave with a one-to-one template and rhythm

the next conversation is where it counts —

Take it back to work.

Choose a real situation where you want to apply the learning. Use it to turn an outcome into a manageable first step, then reflect on what changes.

Choose

Start with one priority: Run one-to-ones with a clear development purpose.

Apply

Try the approach in a relevant task or conversation. Note what felt useful and what you would adapt.

Review

Reflect on what happened, seek feedback where appropriate and choose your next step. Follow-up support can be discussed separately.

Bring this topic to your next event

We can discuss adapting Sales One-to-Ones That Lift Performance into a keynote or large-group session, focusing on the themes most relevant to your audience. Depth, activities, timings and any follow-up depend on the format and package you choose; an event session is not a substitute for the full course.

Explore Speaking & Events

More from New Sales Manager Studio

Set Up to Succeed: The New Sales Manager Launchpad

A two-day face-to-face launchpad for newly promoted sales managers: the habits, conversations and first-ninety-days plan that set new leaders up for success from day one.

2 days · 9:30am–5pm each day6–8 delegates

Course synopsis

Promoting your best seller is a big bet. How you set them up in the first few months decides whether you gain a great manager or lose a great seller. Most new sales managers are promoted for what they did as sellers, then left to work out the new job on their own. Some try to close every deal for the team; others step back so far that standards slip. This two-day workshop gives a small group of six to eight new managers the foundations straight away. Day one is about the shift itself: what changes when success depends on other people, leading former peers, setting clear expectations and building a weekly management rhythm. Day two is about the conversations that make the role: one-to-ones, coaching on real deals, motivating different sellers and raising performance concerns early. Managers work on their own team throughout and leave with a first-ninety-days plan their own leader can support.

Key focus areas

  • Why the first ninety days matter so much
  • From top seller to sales manager: what changes
  • Leading former peers with confidence
  • Setting expectations and a weekly management rhythm
  • One-to-ones and coaching on real deals
  • Motivating different sellers
  • Raising performance concerns early
  • Your first-ninety-days plan

Outcomes — you'll be able to

  • Redefine success around the team's performance
  • Hold a clear expectations conversation with each seller
  • Run a one-to-one and a deal coaching conversation with confidence
  • Leave with a first-ninety-days plan for your own team

Included in every course

  • Interactive, facilitator-led learning
  • Group discussions
  • Breakout exercises
  • Take-away materials

Face to face

From £1,999+ VAT

Course details

New Sales Leaders Online Series

Five live online sessions of two hours for first-time sales managers: lead former peers, set expectations, run one-to-ones, coach on real deals and handle performance conversations.

5 × 2-hour live online sessions (10 hours)6–8 delegates

Course synopsis

New sales leaders learn fastest when they can try something with their team between sessions and bring back what happened. Spread over five live online sessions of two hours, this series gives new sales managers the essentials of the role without taking them out of the business for days at a time. Each session covers one part of the job, practises it in breakouts with other new managers and agrees an action to try with the team before the next session. By the end, managers have led an expectations conversation, run development-focused one-to-ones, coached on a live deal and prepared for the harder conversations, with peers who are going through the same change.

5 live sessions · 2 hours each

Outcomes — you'll be able to

  • Lead former peers with clear expectations
  • Run a development-focused one-to-one
  • Coach from call and deal evidence
  • Prepare and hold a fair performance conversation

Included in every course

  • Interactive, facilitator-led learning
  • Group discussions
  • Breakout exercises
  • Take-away materials

Live online

From £1,499+ VAT

Course details
Your people. Your priorities.Ready to sell better? Build your programme.A programme shaped around your people — and the progress you want to make.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Enquire about this course