Is your 1:1 a Pipeline Review or Coaching?

If your sales coaching sounds more like a pipeline review…you're doing it wrong.

I still remember one of my first lessons in real sales leadership, my weekly 1:1s were packed with deals, stages, and percentages...but light on actual coaching. I wasn’t growing people, I was managing dashboards.

Then I read Keith Rosen’s Coaching Salespeople into Sales Champions and everything changed. “Managers push. Coaches ask.”

That line hit me. Because the more I asked, the more my team grew. And when my team grew, the numbers followed. I now believe that two things are true:

1️⃣ Most sales leaders think they’re coaching.

2️⃣ Most reps would say otherwise.

I’ve built multiple teams from scratch, led global orgs, and I’ve learned that coaching isn’t optional, it’s a competitive edge.

👀 That’s why we're building a new course for frontline sales managers. And one of the modules is how to conduct great 1:1's.