Sales Coaching: structured weekly 1-on-1s

The weekly 1-on-1 is where sales management actually happens — and in most shops it runs on a leader's memory and whatever spreadsheet survived the quarter. Sales Coaching gives it structure, built around one rhythm: walk in prepared, leave with promises, watch the follow-through. It lives at Sales → Coaching.

Coaching is run by sales leadership — a Tenant Admin, anyone with the Sales Manager role, or anyone with the sales-manager toggle on their profile — with CRM access. Reps don't get the Coaching page's leadership view: each rep sees only their own sessions' shared content, never another rep's sessions and never anything marked private.

Coaching opens on a team roster. A pulse strip across the top reads the team in five numbers — team follow-through, 1:1s held this week, overdue 1:1s, open promises, and renewals due in the next 60 days. Below it, every rep gets a card: their follow-through trend as a sparkline, a goal-pace pill, at-risk and renewal counts, and a cadence chip that turns red once it's been more than 14 days since their last 1:1. The cadence flag is derived from the last recorded session — there's nothing to schedule or configure; hold the meeting and the flag resets.

Click a rep and Current assembles the prep from data the platform already has — nothing new to configure. In order:

• ＋The AI brief leads. One click writes it — grounded in the rep's real goal, pipeline, renewal, churn-risk, and promise data, not invented — sorted into what's working, focus areas, and points to raise. Any insight worth acting on has a one-click "+ Promise" button that turns it straight into a promise for this session.
• ＋Pipeline review — every open deal with its stage, days in stage, and a stuck flag once it's sat more than 14 days. Each deal has an editable next step, and what you type syncs to the rep's My Day and Microsoft To Do — the plan you agree on in the meeting is on their list when they're back at their desk.
• ＋Churn risk and renewals — the same risk signals that power Relationship Health, scoped to this rep's accounts, plus everything in their book renewing in the next 60 days.
• ＋Win-loss, last 30 days — each closed deal with its takeaway, so the wins get repeated and the losses get named.
• ＋Goal progress by week, month, and quarter — meetings, touches, deals won, and MRR won, read straight from the sales goals you've already set, so the pace conversation starts from the same numbers the rep sees on Sales Home.

1. 1
   Open the rep and start the session

   The prep view is right there during the conversation — no tab-hopping to check a number mid-meeting.
2. 2
   Grade last session's promises, add this session's

   One Promises panel does both: mark each promise from last time kept or missed, and record the new commitments — who owns each one (the rep or the leader; leaders make promises too) and when it's due. A new promise lands on its owner's My Day and Microsoft To Do the moment it's saved.
3. 3
   Take notes in three tabs — they save themselves

   Shared notes are the meeting record both of you see. Outcomes is the working summary of what was decided. Private notes are leadership-only — coaching observations, performance concerns, things you're tracking over time; the rep never sees them. Everything autosaves as you type (a "Draft · autosaved" chip confirms it), so a dropped call or a closed laptop never loses the session.

An open promise doesn't die with the session it was made in — it rolls forward to the next 1-on-1 automatically, and it sits on its owner's My Day and Microsoft To Do until it's done. Kept and missed outcomes accumulate into the follow-through trend on the roster, which turns "did we do what we said" from a feeling into a track record — in both directions, since leaders' promises are tracked the same way.

Open a past, finalized 1-on-1 and its goal panel is labeled "Goals as of" the session's date — a locked snapshot of the targets and actuals exactly as they stood that day. Goals move all quarter; the record of what you discussed shouldn't. Only the live draft session reads today's numbers.

Each rep gets their own coaching view at Sales → Coaching: where you left off with your own follow-through trend, your open promises as a checklist you can tick off, and a session timeline where every 1-on-1 lists its shared notes, outcomes, and promises marked open, kept, or missed. Open promises also ride along on My Day and in Microsoft To Do, so commitments stay in front of you between meetings instead of resurfacing as a surprise next week.

Past sessions sort by rep and by date, so you can walk one rep's arc across a quarter or review this week's sessions across the team. For the goals that feed the prep view, see "Setting sales goals and tracking progress"; for the churn-risk signals behind the at-risk list, see "The sales dashboard: pipeline, pace, and the leaderboard".