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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:
Look Back: an accounting of how the team performed
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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