Sales QBRs

How to set yourself up for success

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As we wrap Q4 our minds turn to two places. First, close out the year. Second, get ready for Sales Kickoff (SKO). Every other quarter we would start off with a Quarterly Business Review (QBR). Today I’m going to break down what you can put into yours.

A QBR can be broken down into the following sections:

1. Look Back: an accounting of how the team performed

2. Look Ahead: a narrative to communicate goals, set direction, and upcoming investments

The Look back

A Look Back as I like to call it is a review of what transpired in the last quarter. It's a deep dive into performance in absolutes and on a relative basis. On an absolute basis I want to know how did we perform as a group relative to our goal. Did we hit our goals? Where did we exceed? Fall short? Did better relative to expectations? On a relative basis I want to know how we did quarter-over-quarter and year-over-year (referred to as QoQ and YoY going forward).

The very first slide you should put together is the Executive Summary. In this one-slide encapsulate the quarter quickly with the following:

• Bookings results

• Percent versus goal

• Three bullets of what happened

• Three bullets of what lies ahead

• Challenges the team faced

In the following slides you’ll include two types of information data points to keep in mind:

• Quantitative metrics

• Qualitative narrative

Quantitative Metrics

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