What Should Sales Leaders Be Doing Weekly With Their Teams?

By Nathan Jamail – Sales Leader Keynote Speaker

Let’s talk about something that separates real-deal sales leaders from the ones just checking boxes:

What are you doing with your team every single week?

Not quarterly.
Not “when it gets slow.”
Not just when numbers are down.

Every. Single. Week.

Consistency is the secret sauce of sales leadership. Not flashy meetings. Not surprise pep talks. Consistent rhythms-because growth doesn’t happen by accident.

As a Sales Leader Keynote Speaker, I get asked all the time:
“Nathan, what should I be doing with my sales team each week?”

So let’s break it down.

 

1. Coaching Conversations (Not Just Pipeline Reviews)

If your 1:1s are only about deals, you’re not coaching-you’re managing a spreadsheet.

Every week, sit down with each rep for 20–30 minutes. Go beyond the “what” and get into the “how”:

  • How are they preparing for calls?

  • What’s their approach to objections?

  • Where are they getting stuck?

  • What would they do differently if they had a do-over?

This is where development happens. Not in the numbers, but in the habits.

And yes, I said every rep. Every week. No exceptions.

 

2. Scrimmaging (Not Role Playing)

Scrimmaging is a real-time practice session that sharpens skills, builds confidence, and reduces “in the moment” panic. Think about sports-when do they practice? All the time.

Sales is no different.

Use weekly team meetings or small pods to scrimmage:

And make it fun. Keep the energy up. No one gets better by watching a PowerPoint.

 

3. Weekly Alignment Meetings (Short & Powerful)

Have a team huddle once a week-15 to 20 minutes, max. This isn’t a data dump. It’s about alignment and momentum:

It keeps the team moving in the same direction and sets the tone for the week.

 

4. Personal Development Check-Ins

You want to keep top talent?
Invest in them.

Use your weekly touch points to ask:

When you show you care about the person-not just their quota-they’ll run through walls for you.

 

5. Coaching Your Coaches (If You Lead Leaders)

If you manage sales managers, don’t assume they’re doing any of the above.
Coach your coaches weekly on:

  • How to hold their people accountable

  • How to lead development conversations

  • How to role model expectations

A weak frontline manager will always lead to a weak frontline rep. Fix it from the top.

 

Consistency Builds Culture

Doing these things every week builds more than skills-it builds culture.

A culture of preparation.
A culture of accountability.
A culture of coaching.

That’s how you build a positive sales culture and go from average to elite. One consistent week at a time.

 

Let’s go lead.

 

– Nathan Jamail
Sales Leader Keynote Speaker