A quarterly business review (QBR) is an opportunity for sales representatives and the management to analyze and discuss the sales performance of the previous quarter.
This review evaluates sales performance, areas of improvement, identify bottlenecks, and helps devise actionable tactics for improving future performance. A QBR is a routine process, yet it involves immense introspection, effort, and planning.
So, how can salespersons demonstrate analytical thinking and tactical planning skills to outshine their peers?
Read on to find out the best practices for establishing a successful sales QBR.
Practice #1: Collect Relevant Sales Reports
For a killer quarterly business review, the report must entail data-driven facts. Leverage the power of sales CRM for small businesses to access and extract sales reports that identify the wins and the gaps.
Your sales report must tell a story. It should depict your achievements and explain limitations and proposed solutions for unachieved goals. Subsequently, you can include reports that compare quarterly growth on a year-to-year (YoY) basis, sales revenue, deals closed against a quarterly target or the close rate.
Practice #2: Sales Forecasting
Now that you have boasted about your wins and losses from the past quarter reports extracted from your sales CRM for small businesses, it’s time to offer more to your audience.
Your QBR must help you set future goals that you intend to prioritize in the upcoming quarter. Forecasting data from your CRM provides you with actionable data that helps identify trends and changing customer behavior.
Practice #3: Visually Engage Your Audience
Want to command attention and guide your audience through the quarterly business review?
Create a visually appealing presentation with bars and charts, templates that your sales CRM for small business offers. Engage your audience completely with the KPIs and numbers, incorporate neatly arranged supporting materials in your presentation to provide clarity on your objectives.
Practice #4: Be Prepared for Q&A Sessions
Your QBR indicates a growth mindset, encourages analytical decision-making, and the ability to interpret past failures into actionable outcomes. But the buck doesn’t stop here; now the management wants to know more.
For instance, they would like to understand how you operate daily or your effectiveness as a sales manager. Hence, you can create reports that can help you be prepared to answer a volley of questions.
Practice #5: Keep the Presentation Short
Often, sales representatives are tempted to include details that may not be valuable to their audience. It’s essential to remove the noise and keep the presentation firmly structured with a focus on wins, losses, proposed solutions, and forecast.
Therefore, your QBR should be presented for a maximum of 45 minutes. If you sense your audience losing interest halfway, crack a joke to make the environment lighter and for pulling them back into the review.
For an engaging and successful QBR capture the essentials, goals, and plans, in a structured and seamless manner. By harnessing the power of sales CRM for small businesses, built exclusively so that you can easily derive effective Quarterly Business Reviews and provide your sales team with the direction that they need.