More Effective One-on-Ones

Authored by Steve Newell on November 2, 2015


When I train sales manager to use TopOPPS, many want to focus on how to use TopOPPS for their one-on-one meeting with their sales reps.  It’s my experience that sales managers fall into two general camps when it comes to prepping for their one-on-ones: managers will spend time in their CRM gathering data or managers will not prep for their meetings and “wing it”.The first group will spend time in multiple CRM reports to get a better understanding of how their rep is performing while the second group will learn how their rep is performing only in their meeting.

TopOPPS Rep Profile Report provides a comprehensive understanding of how is rep is doing, the health of their pipeline and how they are trending.  For the sales managers who spend time prepping, the Rep Profile Report shocks them - it’s so quick to gain complete and accurate data on their rep.  Sales managers who don’t prep, they now have immediate access to performance information that they may not be able to obtain through their conversations with their reps.

Rep Profile Report

The Rep Profile Report provides summary level of how your rep is performing based on their current pipeline, their forecast and how they are trending over the last five sales periods.  For this example, April Hill’s manager, and April herself, can see key metrics on her performance.

Sales Rep Report

Stage Breakdown

For April, we can see a summary view of her pipeline by stage.  The one thing we notice is that April’s deals spend slightly more time in each stage than the average.  This is an area that April and her manager can view to better understand the cause and if there is anything April can to do improve her pipeline.

Stage BreakdownCoverage

Next we can understand how April’s ability to meet her quota.  As we can see from the image above, April’s opportunities are forecasted to be at $2.61 million and she is over her quota of $2.25 million by over $350,000 or 16%.  Depending on how close we are end of the sales period (quarter in this case), we can feel more comfortable.  Early in the quarter, April may want to have more in the pipeline to increase her manager’s confidence that she will hit her quota..


Historical Trends

The next area that we can review with April is how she trending over the last five quarters.   We noted that while April has improved performance in “Coverage to hit Quota”, “Average Time to Won”, we can see that she is spending more time of lost opportunities.  Her manager can coach her on how to more quickly identify those deals what should be closed lost so that she can spend more time on the good opportunities.
On the lower part of the same section, we see that April has been able to increase her revenue over the course of the last five quarters through a combination of improved win rates and more deals.   April has not been able to increase and maintain the average deal size over the same period.  

Rep Pipeline Insights

In addition to the metrics, TopOPPS can provide additional insights based on the multiple data points.  These insights become the point of understand that help point April and her manager to area that they may not have thought of.


After review the high level performance, from the Rep Profile you can “Jump To” TopVIEW’s opportunity by stage for April.  Here you can access all her current deals.  In addition, the Sales Rep Activity Report provides insight into the type of activities April has been performing to execute her pipeline.

With only a few clicks, sales managers can quickly understand how each rep is performing and what areas to focus on in one-on-ones for improvements.

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos

More Recent Posts:

October 23, 2019

Where 1 + 1 = 3 in the Sales Application Stack - Sales Enablement

  In my previous blog I outlined 21 different sales technology categories for the Sales Application Stack .  These categories were consolidated from various industry analysts research. That blog highlighted the difference between data integration and application embedding and highlighted the benefits of application embedding and selecting software vendors who have strategic partnerships with other software providers in the CRM application space.   The concepts of application embedding needs to be expanded with the concept of “application in context”.  “Applications in context” is applications working “in context” with applications to solve a series of problems in a consistent and cohesive manner without derailing the users thought process. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

September 20, 2019

The Emperor [CRM] is Naked

  One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

August 16, 2019

AI For Sales - Business Examples

  The last seven blogs provide a business-case approach to infusing AI through the entire sales process.  One of the purposes of this blog series was to demystify AI by using AI for Sales as an  example.  Media tends to portray AI as a magic bullet.  Actual implementations show the less “black box” an AI solution is and the more “glass box” approach, the more utility it provides to the user.  The utility is created by uncovering the key drivers of an outcome and managing those drivers to increase results. ...

Sales Operations, Sales Tools, Sales Pipeline Management, AI for Sales

August 6, 2019

TopOPPS + Outreach Galaxy: AI Enhanced Guided Selling to Increase Win Rates

  Ever had the situation where: an important sales opportunity is in danger because of inactivity and it goes unnoticed; the opportunity is sold but they don’t have the budget till next quarter so the sales rep needs to “stay close”; or the opportunity wants to buy but “isn’t there yet” and needs further ongoing education?   ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, Guided Selling, guide winning behaviors

July 22, 2019

AI for Sales - Calculating the Sales Forecast

  I mentioned in my first blog on AI for Sales, when you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.  This is only partially correct.  While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process.   The last 6 blogs have walked through different AI use cases for each of the different areas supporting the sales process to build a foundation for applying AI to create a more accurate sales forecast.  With that background we are ready to review AI use cases for calculating different versions of the sales forecast. ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

June 5, 2019

AI for Sales - Sales Pipeline Management and Sales Rep Coaching

  This is the second of two blogs reviewing artificial intelligence use cases to support sales pipeline accuracy.    The first blog focused on artificial intelligence for guided selling. Guided selling is key to maintaining a realistic sales pipeline by ensuring that sales team rigor, discipline and process are consistent across all opportunities. This blog focuses on sales pipeline management and sales rep coaching.  It includes tools to help: ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, AI for Sales

April 16, 2019

AI for Sales - Guided Selling

  The next two blogs cover AI for the sales pipeline.  This blog focuses on AI for guided selling.  Guided selling is the process of prescribing optimal sales execution steps to the sales reps to enforce an efficient sales process.  The tasks and process are based on sales patterns of past close-won, and close-lost opportunities.  Guided selling is key to maintaining a realistic sales pipeline. ...

Artificial Intelligence, Sales Pipeline Management, AI for Sales, Sales Enablement

February 27, 2019

AI for Sales - Enhanced Data Collection

  An accurate sales forecast requires a crystal clean sales pipeline.  A crystal clean sales pipeline requires a deep history on most buyer/seller interactions for each opportunity.  By having a deep history of these interactions you can apply AI to identify buyer patterns and better guide the sales process.   Unfortunately most sales organizations do not have enough information about each opportunity to apply AI to assist in the sales process. ...

Sales Automation, Sales Tools, AI, Artificial Intelligence, AI for Sales