Quarterly Business Reviews Template And Tips
- by Elay Cohen
- April 30, 2017
- Sales Coaching
SalesHood - Sales Enablement Platform
It’s no secret that most Quarterly Business Reviews (QBR) aren’t well managed because they lack structure and engagement. Usually what happens is a manager sends out a QBR slide template used in a previous job, or worse it was what their previous manager used. The team races to get it done for the QBR where each person presents their plan. The QBR really turns into a glorified one-on-one coaching session between the manager and rep because everyone else in the room is updating or thinking about their plan. Most check out when it’s not their turn to do email. Wait it gets worse. There’s no way to institutionalize the knowledge and experiences from preview QBRs.
Imagine what would happen if we had a library of previously submitted QBR plans with commentary and reviews sorted by rep tenure?
I’m confident if sales managers focus on making QBRs more collaborative and engaging, we’d realize better attainment and more best practice sharing. The aim of the QBR is to create a plan that’s going to get you to your commit and crush your number. Here’s a proven template and QBR meeting flow for sales managers to use with their teams.
Section 1: Sales Plan Activity
This section identifies priorities for the upcoming quarter. Get everyone on the team to answer the following questions:
Section 2: Big Deal Reviews
Systematically dive into top deals. Have teams give feedback and “score” deal review strategies. Here’s a proven list of deal review questions:
Section 3: Loss Reviews
Review top losses from the previous quarter. Here are some questions to use when doing a competitive loss review with your team:
Section 4: Win Reviews
Let’s learn from our wins. Use this time to celebrate deal wins. Here are some best practice deal win questions:
Section 5: Prospecting Plan
Building pipeline is the key to closing deals. As our pipeline grows and we work more deals the time we have to develop future pipeline decreases.
Use this section to plan out where you are going to dedicate your time to ensure pipeline growth is consistent.
Here are the questions to have teams answer:
Section 6: Support
Use this section to surface any challenges, obstacles, questions and/or comments. Give teams a chance to openly ask about support and/or questions they have.
Section 7: Action Items
Centralize and prioritize team action items to keep our teams focused and accountable.
How The Quarterly Business Review Works Using SalesHood?
The Quarterly Business Review (QBR) Huddle helps teams plan their business, understand what support they need need and show how they’re going to deliver the revenue.
Running a QBR in a Huddle in SalesHood facilitates:
Follow these steps in SalesHood to make the most of your next QBR:
Have a great Quarterly Business Review.