Approaching the quarter’s end can be quite daunting. As we face the culmination of our 90-day endeavors, we’re confronted with the outcomes and the quest to make sense of what really happened and why. At the beginning of each new quarter, you may feel pressure to focus your team on immediately starting to close opportunities. But if you don’t take some time to reflect on your previous mistakes, you are doomed to repeat them again and again. Therefore, everyone from sales representatives to leadership must get insight into the subtleties of the outcomes from the previous quarter to assure even greater wins in the upcoming quarter. And this is where a Sales QBR comes into play.

Why Should You Consider Running Sales QBRs? 

By conducting Sales QBR sessions, you can gain valuable insights into your performance, forecast and strategize for the future, keep in sync with clients, strengthen relationships, and fine-tune your business. It is an opportunity to assess what worked and what didn’t, and to make adjustments to improve your sales performance. A Sales Quarterly Business Review (QBR) offers a multitude of benefits that significantly impact your business and sales strategies:

  1. Performance insights – Gain a comprehensive view of your sales team’s performance, highlighting successes, areas for improvement, and patterns to inform future strategies.
  2. Resource allocation – Optimize resource allocation by directing efforts towards high-potential opportunities, maximizing efficiency, and boosting revenue operations.
  3. Goal alignment – Ensure that your sales objectives are aligned with broader business goals, promoting a synchronized approach across departments.
  4. Strategy refinement – Leverage insights from past quarters to fine-tune your sales strategies, optimizing approaches for better results.
  5. Customer-centric approach – Understand customer needs and preferences by analyzing their feedback and experiences, leading to more tailored and effective sales interactions.
  6. Enhanced collaboration – Foster collaboration between sales, marketing, and other teams, facilitating cohesive efforts to address market demands.
  7. Data-driven decisions – Make informed decisions backed by real-time data, trends, and performance metrics, leading to more effective strategies.
  8. Innovation and adaptation – Adapt strategies based on market changes and customer preferences, staying ahead in a dynamic business landscape.
  9. sales team and organization, holding individuals accountable for results and actions.
  10. Leadership alignment – Engage leadership in reviewing sales performance, enabling strategic input and direction for future initiatives.
  11. Strategic planning Set clear goals and actionable plans for the upcoming quarter, ensuring a well-defined roadmap for sales efforts.
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In essence, a Sales QBR empowers your business with data-backed insights, strategic guidance, improved customer relations, and a roadmap for sustained success in a rapidly evolving business environment.

Template to Prepare for Your Next QBR Meeting

A well-structured QBR meeting template should encompass key elements to ensure a productive and comprehensive discussion. Here’s what your Sales Quarterly Business Review template should contain:

  1. Agenda and introduction
    • Start with an overview of the agenda and the purpose of the QBR.
    • Introduce the participants, including sales representatives, leadership, and any relevant stakeholders.
  2. Review of the previous quarter
    • Evaluate the performance of the past quarter, highlighting key metrics, achievements, and challenges.
    • Discuss wins, losses, and areas for improvement.
  3. Customer feedback and insights
    • Share feedback gathered from customers to provide insights into their experience and satisfaction.
    • Discuss any specific concerns or suggestions raised by customers.
  4. Goal alignment and progress
    • Review the goals set in the previous QBR and assess the progress made toward achieving them.
    • Discuss how goals align with broader business objectives.
  5. Performance metrics
    • Present data-driven performance metrics, including sales figures, conversion rates, pipeline health, and more.
    • Use visuals like graphs and charts to illustrate trends effectively.
  6. Challenges and lessons learned
    • Address challenges faced during the quarter and outline lessons learned from both successes and setbacks.
  7. Actionable insights
    • Identify actionable insights derived from performance data, suggesting strategies for improvement and growth.
  8. Customer value showcase
    • Highlight how your product or service has contributed to customer success stories or value realization.
  9. Future strategies and roadmap
    • Outline new strategies, initiatives, and goals for the upcoming quarter.
    • Discuss product enhancements, innovations, and upcoming releases.
  10. Resource allocation and support
    • Specify the resources required to execute upcoming strategies effectively.
    • Discuss any additional support needed from other departments.
  11. Collaboration opportunities
  • Explore potential collaboration between sales, marketing, and other teams to enhance outcomes.
  1. Responsibilities and timeline
  • Define clear action items, responsibilities, and deadlines for each goal or initiative.
  1. Q&A and discussion
  • Allow participants to ask questions, seek clarifications, and engage in discussions.
  1. Wrap-up and next steps
  • Summarize key takeaways, decisions, and agreed-upon action items.
  • Confirm the next steps and timeline for follow-up.
  1. Feedback and continuous improvement
  • Gather feedback from participants on the QBR process and content to enhance future sessions.
  1. Closing remarks
  • Conclude the meeting with gratitude for participants’ engagement and commitment.
  1. Distribution of meeting minutes
  • Document meeting minutes, action items, and responsibilities.
  • Share the documented minutes with participants for reference.
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Include these components in your QBR meeting template to create a structured framework that promotes comprehensive discussions and actionable insights. You can also think about Salesforce Outlook integration from Revenue Grid in order to have automatic data sync for strategic alignment.

Have a Structured and Insightful Conversation with Your Customers

The decision to prepare a template for your next Sales QBR meeting is a strategic move that goes beyond mere convenience. It holds the potential to transform your QBRs into highly effective sessions that not only save time but also elevate the quality of interactions, decisions, and outcomes. By providing a structured framework, templates enhance the professionalism and consistency of your QBR process, leaving a positive impression on both your internal teams and external stakeholders.

Furthermore, they act as powerful tools for aligning your QBRs with your organization’s overarching goals and strategies. The predetermined structure ensures that no crucial aspect is overlooked, allowing you to comprehensively evaluate performance, set objectives, and explore growth opportunities. While the template provides a guideline, its flexibility enables you to customize content to suit the unique needs of each QBR, ensuring relevance and engagement.


Ruby has been a writer and author for a while, and her content appears all across the tech world, from within ReadWrite, BusinessMagazine, ThriveGlobal, etc.

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