The Point: As a sales manager or rep, it is easy to get caught up in the day-to-day grind of making calls, closing deals, and hitting quotas. However, taking a step back to review past performance and plan for the future is critical for long-term success. This is where a sales QBR (quarterly business review) comes in. In this blog, we’ll discuss what a sales QBR is, why it’s important, and how to run a successful one. Whether you’re a seasoned sales professional or just starting out, this guide will provide valuable insights and tips for maximizing the impact of your QBRs…Enjoy!

What is a Sales QBR?

A sales QBR is a meeting between sales managers and reps to review the previous quarter’s performance and plan for the next one. It is different from a customer QBR, which is led by account management and focuses on the customer’s goals and challenges.

The centerpiece of a sales QBR is the presentation by the rep, which typically includes recent sales reports, forecasting for the next quarter, and a big-picture look at the rep’s numbers in relation to the company’s objectives. Running a sales QBR allows for big-picture planning, setting promotional guidelines, and determining longer-term goals.

Why is a Sales QBR Important?

A sales QBR is important for several reasons that benefit both sales managers and reps. First and foremost, it allows for reflection on past performance by reviewing sales metrics, goals, overall performance, and identifying areas for improvement from the previous quarter. In addition, it helps plan for the future by forecasting for the next quarter and setting goals, which keeps sales managers and reps focused on what matters most and lays the groundwork for success. By ensuring that individual sales goals and objectives align with the company’s overall strategy and vision, a sales QBR also helps align everyone on the same page. Furthermore, it fosters collaboration by bringing sales managers and reps together, encouraging collaboration, idea sharing, and problem-solving.

How to Run a Successful Sales QBR

Now that we’ve established why a sales QBR is important, let’s dive into how to run a successful one. Here are some key steps to follow:

1. Set Clear Objectives: Before the QBR, set clear objectives and expectations for the meeting. What metrics will be reviewed? What goals will be set? What action items will be assigned?
2. Prepare for the Meeting: Both sales managers and reps should come prepared with relevant data and insights. This includes recent sales reports, customer feedback, and industry trends.
3. Review Sales Metrics: During the QBR, review key sales metrics from the previous quarter, such as revenue, win rate, and customer acquisition cost. Identify areas of strength and weakness and discuss how to improve performance moving forward.
4. Set Goals for the Next Quarter: Based on the previous quarter’s performance and market trends, set specific, measurable goals for the next quarter. These goals should align with the company’s overall strategy and vision.
5. Assign Action Items: To ensure accountability and follow-through, assign specific action items to sales managers and reps. These action items should be tied to the goals set during the QBR and should have clear deadlines and owners.
6. Follow Up: Follow up with sales team after QBR to ensure progress on assigned tasks, maintaining accountability. This helps to keep everyone on track and accountable for their responsibilities.

Tips for Running a Successful Sales QBR

In addition to the key steps outlined above, here are some additional tips for running a successful sales QBR:

• Keep it Focused: A QBR can quickly become overwhelming if too many topics are covered. To keep it focused, limit the number of metrics and goals discussed and prioritize the most important ones.
• Be Collaborative: A sales QBR should be a collaborative effort between sales managers and reps. Encourage open discussion and feedback to identify areas for improvement and ways to better support the sales team.
• Celebrate Wins: It’s important to celebrate wins and recognize achievements during the QBR. This helps to boost morale and motivation for the upcoming quarter.
• Use Visuals: Visual aids, such as graphs and charts, can be helpful in presenting sales data and trends. This makes it easier for everyone to understand the information and identify areas of improvement.
• Schedule Regular QBRs: Quarterly business reviews should be a regular occurrence, scheduled in advance to ensure everyone has enough time to prepare. This also helps to establish a routine and ensure accountability for meeting goals and targets.

SUMMARY

A sales QBR helps reflect on past performance, plan the future, and align goals with company strategy. Implementing sales QBRs can lead to a more productive and motivated sales team, which can ultimately benefit the entire organization. In addition to following the steps and tips outlined above, businesses may benefit from working with a sales consultancy like Zeroing Agency to run successful sales QBRs. Sales consultancies specialize in helping businesses optimize their sales processes, identify areas of improvement, and achieve their sales goals.

Sam Palazzolo, Managing Director