You’ve got a busy week. Targets to hit, deals to close, fires to fight. Dragons to slay…

So, you push back a few one-to-one meetings. Your team understands, right? They’re busy too.

No big deal.

Until it is.

Why skipping one-to-ones is a leadership disaster

It might seem like a harmless decision, but when you cancel or deprioritise one-to-ones, you send a clear (if unintentional) message:

🚩 “This meeting isn’t important.” If you don’t value it, why should they? Over time, engagement drops, and performance follows.

🚩 “I don’t have time for you.” People start to feel like cogs in a machine rather than valued team members. Morale takes a hit.

🚩 “Just figure it out on your own.” Without regular check-ins, small issues go unnoticed until they become major problems.

The cost? Lower motivation, more missed targets, and – eventually much higher turnover.

There you are, Billy no-mates wondering why you’ve become a salesperson again – cos everyone has quit on you.

The impact of structured, consistent one-to-ones

When you make your one-to-ones non-negotiable, everything changes:

✅ Faster problem-solving: Small challenges get tackled before they turn into big ones.

✅ Stronger accountability: Regular check-ins mean there’s nowhere to hide—commitments are tracked, and progress is visible.

✅ Higher engagement: Your team feels seen, supported, and motivated to perform.

✅ Better retention: When people feel valued and developed, they’re far less likely to leave.

How to make one-to-ones a habit (even when you’re busy)

1️⃣ Schedule them – and protect that time. Set a recurring meeting and treat it like any other business-critical appointment. AND the planning time. 15mins to plan, 30 mins to run.

2️⃣ Use a clear structure. A wandering chat isn’t helpful. Follow a simple format: check-in, update, feedback, coaching, planning.

3️⃣ Track actions. Use a shared document to keep commitments visible and ensure follow-through.

4️⃣ Never cancel—reschedule if absolutely necessary. Emergencies happen, but last-minute cancellations signal that these meetings aren’t a priority.

Ready to fix your one-to-ones?

If you want to lead a high-performing sales team, your one-to-ones are your most powerful tool. Get them right, and you’ll see an immediate difference.

📩 In my next newsletter for sales managers, I break down exactly how to structure and run one-to-ones that drive real results.

👉 Subscribe now to get the full edition straight to your inbox.

💬 How often do you run one-to-ones- and have you ever been guilty of skipping them? What about your boss?

Let’s discuss in the comments!

Paul Morton, CEO,

Practical Leadership Academy

PS: Want to dive even deeper? Join my next live event on how to improve your one-to-one meetings with your team.

P.P.S: Go further better – join my next Practical Leadership course session