The REKS Coaching Framework

This blueprint provides a structured approach to running high-impact 1:1 meetings that balance performance coaching with career development. By grounding conversations in the REKS framework, managers can clearly identify whether results gaps stem from effort, knowledge, or skills—and coach accordingly. The blueprint also outlines how to prepare for 1:1s, set focused agendas, vary discussion topics over time, and create action plans that both manager and rep feel accountable to, resulting in more consistent improvement and trust.

Best For

• Sales managers and frontline leaders responsible for coaching performance

• CROs and revenue leaders seeking consistency across manager-led coaching

• Enablement leaders building scalable coaching and development programs

• First-time managers learning how to structure effective 1:1s

• Customer-facing team leaders coaching SDRs, AEs, or CSMs

• GTM organizations where 1:1s feel repetitive, unfocused, or ineffective

Key Takeaways

• Effective 1:1s focus on diagnosing performance, not reviewing activity alone.

• REKS helps managers identify the true cause of performance gaps.

• Coaching should target one lever at a time to avoid overwhelm.

• Structured agendas improve efficiency and accountability in recurring meetings.

• Varying topics keeps 1:1s relevant across performance and career growth.

• Clear action plans turn conversations into measurable progress.