Diablo — AI for Dealerships

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Weekly Sales Coaching 1:1 Agenda

Outcome: You run a structured 30-minute 1:1 with each of your two lowest-performing reps every week. They leave with one specific coaching focus.

Template · Management · Dealership-general · 4 min read

Use this when: Friday/Saturday — preparing for next week's 1:1s · onboarding a new manager who needs structure · after scorecard review identifies the 2 reps needing coaching

This is a template. Print it, fill it in, run the meeting. 30 minutes. One focus per rep per week.

The principle: the two lowest reps each Monday need a 30-min 1:1. That’s the whole coaching system. Five minutes of scorecard review on Monday morning identifies the two; this template structures the coaching.

Why structure matters

Unstructured 1:1s drift. Reps walk out of “we talked for an hour” without anything specific to do.

Structured 1:1s walk reps out with one thing to fix this week.

Use this template every time. Different rep, same structure. Predictability is the discipline.

The template

Fill this in before each 1:1.

REP NAME: ___________________________

DATE: ___________________________

0–5 min — Numbers review (last week’s scorecard)

What I noticed in their numbers:

MetricLast weekDirection
Won deals from AI_____↑ ↓ →
Show rate_____↑ ↓ →
Stale pipeline count_____↑ ↓ →

What I want to dig into:

5–15 min — Wins + struggles (rep talks first)

The rep does most of the talking here. Your job: ask, listen, take notes.

Rep’s wins from last week:

Rep’s struggles or stuck deals:

Pattern I’m hearing:

15–25 min — Coaching focus (manager picks ONE thing)

Pick one thing for them to fix this week. Not three. One.

This week’s focus:

Why this matters (script — say this out loud to the rep):

Specific example (from a real conversation or scorecard moment):

How to know it’s working:

25–30 min — Commitments for next week

Three concrete things the rep commits to:

What I’ll watch for in next week’s scorecard:

Variants

High performer (occasional 1:1)

If you’re meeting with someone who’s not in the bottom two, the structure shifts:

  • Skip “struggles.” Start with what they want to scale.
  • Coaching focus becomes “what do you want to teach the team.”
  • Keeps top performers engaged without making it a punishment ritual.

Struggling rep (3rd consecutive week in bottom 2)

If a rep is in the bottom 2 three weeks running, structure shifts:

  • Be direct: “This is the third week we’ve talked about [thing]. What’s getting in the way?”
  • Coaching focus = whatever the answer is.
  • If they can’t articulate the blocker, that IS the coaching topic.
  • Document. Three weeks → 1:1s become a paper trail.

What good looks like after a quarter

  • Your bottom 2 rotate. Same reps don’t sit there week after week.
  • Reps come prepared because they know the structure.
  • Your dealership-wide won-deals-from-AI per rep number climbs each month.
  • The team rises with the floor.

That’s coaching. Five minutes Monday morning, 30 minutes per 1:1, two 1:1s per week. One hour total. Best-spent hour of your week.

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