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: where you left off with your own follow-through trend, your open promises as a checklist you can tick off (they're also on your My Day and Microsoft To Do), and a session timeline where every 1-on-1 lists its shared notes, outcomes, and promises marked open, kept, or missed. Reps also get a Coaching tile on Your Day showing the last session's outcome and their open promises, so commitments stay visible 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".