Conversation Planner · for managers
How to talk to an employee who misses their sales targets
Read the approach below, or skip ahead and get a plan written for your own situation.
Plan my conversation — free ↓Why the usual approach fails
The usual talk is about the number, and the number is the one thing neither of you can change today. Results come from activity: calls, meetings, proposals, follow-ups. Find the step where deals stall and work on that.
How to open
"I want to look at the last three months with you. You've come in under target each month, and rather than talk about the number, I want to work out where in the process things are getting stuck."
Ask before you tell
- "Where do you think deals are stalling?"
- "What does a good week of activity look like for you?"
- "What's one thing you'd change about how you're working your pipeline?"
What to agree before you leave the room
One activity measure they'll hit each week, for example a set number of first meetings, and a short weekly review of it for a month.
Make it yours — free
Edit the details below to match your situation and get a full five-step COACH plan by email.
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Built on the COACH method by Jon Kludt, Business Coach · Certified EOS Implementer® · thecoachconversation.com