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:

  1. What five opportunities are you most confident will close this quarter?
  2. How much pipeline do you need to generate to hit your commit?
  3. What are your personal development goals for the quarter?


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:

  1. What’s the customer’s current situation?
  2. What the customer’s top problems and issues?
  3. What are the financial impacts of the issues?
  4. What are their ideals? What will their future look like if they solve these challenges?
  5. What’s the executive alignment strategy? How are aligning with our champion, economic buyer and influencers?
  6. What’s the company’s compelling event?
  7. What’s the decision making process? Who is involved? What’s the evaluation criteria?
  8. What are the quantifiable benefits of moving forward with a solution?
  9. What’s the competitive strategy? Who are we competing with and how are we crushing the competition?
  10. What are your next steps? What’s your mutual plan?


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:

  1. Why did you lose?
  2. What would your customer say about why you lost?
  3. What can you do to turn this deal around in the future?


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:

  1. Why did we win?
  2. What business value did we create for our prospect?
  3. How did we win?
  4. What objections did you face during the evaluation and how did we overcome them?
  5. What did you learn from this win that will influence future deals?


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:

  1. Identify your 10 priority accounts for the quarter.
  2. Within these accounts, who are you going to target? Who is the economic buyer to target
  3. What’s your value pitch in 2 to 3 sentences?
  4. Identify one customer story that you will leverage to pique curiosity in the above accounts.
  5. What are the key points from the above customer story that will resonate with your prospect accounts?
  6. Share your outbound prospecting cadence.


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:

  • Better manager coaching
  • More best practice sharing
  • Peer mentoring
  • Higher attainment


Follow these steps in SalesHood to make the most of your next QBR:

  • Schedule the QBR Huddle with your team
  • Have them submit their answers before the scheduled date
  • Review each section together as a team
  • Teams give feedback and score each other
  • Share summaries with extended teams


Have a great Quarterly Business Review.

About the Author
Elay Cohen

Elay Cohen

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.


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