Quarterly Business Review (QBR) Template And Tips
- by Elay Cohen
- April 30, 2017
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 one from a previous manager. The team races to get it done for the QBR. Each person presents their plan. The QBR turns into a one-on-one coaching session between the manager and seller because everyone else in the room is updating or thinking about their own QBR plan. Most check out and multi-task when it’s not their turn to present. Wait, it gets worse. Running these kind of decentralized and inconsistent QBR processes, reduces the chances of institutionalizing knowledge and best practices.
Imagine what would happen if we had a library of previously submitted QBR plans with commentary and reviews searchable by seller? Imagine we had a dynamic library of QBR, territory and account plans easily searchable by top performers?
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. We offer this as a Huddle template inside the SalesHood Library. The Huddle is repeatable and provides all the automation necessary for better collaboration, coaching and communications with automated reporting and workflows designed to optimize the QBR process, especially for remote and working from home (WFH) teams.
QBR Template SalesHood
Have your sales leader record a welcome video setting expectations and providing guidance and coaching to your teams. The video should be instructional and motivational. Record the video ahead of time to get your teams prepared faster and aligned with go-to-market priorities faster too,
Let’s learn from our wins. Use this section to celebrate deal wins. You might even want to get some of the deal wins recorded ahead of time too. Here are some best practice deal win questions:
It’s a great best practice to have your teams share, (maybe record) and upload their territory plans. Territory plans should be short and focused on top opportunities, pipeline coverage and prospecting activities. A territory plan template should be short, practical and actionable. Here’ s a blog I wrote called 5 Minute Territory Plan Template. We also included the blog and template it in the QBR Huddle.
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 time and exercise to have your teams collaborate and share pipeline building and prospecting outreach ideas. Here are some questions you want your teams answering.
Systematically dive into top deals. Have teams give feedback and “score” deal review strategies. Here’s a proven list of deal review questions:
Review top losses from the previous quarter. Here are some questions to use when doing a competitive loss review with your team:
Use this section to surface any challenges, obstacles, questions and/or comments. Give teams a chance to openly ask about deal support they need and/or questions they have.
Centralize and prioritize team action items to keep our teams focused and accountable.
Here’s an amazing success story you can watch to hear how the collaborative QBR Huddle played out at a fast paced hyper growth company.
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 and let us know how we can help you.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.
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