Sales Quarterly Business Review Overview
If you run a business that employs a sales team, then you’ve likely participated in a sales quarterly business review. An open forum for your sales team to express their critical thinking skills and strategic planning, a sales business review is extremely beneficial to your fiscal planning. These meetings should take place once quarterly, at the end of the quarter.
There can be an overwhelming amount of information to take in at a sales quarterly business review, and there are certain points that you’d like to express to your sales team as well. To keep you on track, you’ll want to utilize a sales business review template. Not only will it keep these important meetings on task, but since the entire sales team (and management) should be present, you’ll ensure that everyone is on the same page.
Though this meeting is a routine process within most sales-focused companies, it takes a ton of preparation and planning. There is so much to discuss, ranging from past period product performance to the action plan to address gaps and future goals. Plan this meeting well in advance, and take the time to put a moderator in charge in case the discussion wanders off the intended path.
How to Run an Effective Sales Quarterly Business Review Meeting
If this is your first rodeo, or you’re simply looking for more effective ways to run a sales quarterly meeting, you’re in the right spot. First, you’ll want to start with a sales qbr template that will help you plan an outline that will assist you in making every point you intend to make. You’ll want to allow plenty of time to listen, as well, as it’s impossible to do quarterly business reviews without hearing from the sales team. In fact, their input is essential.
One of the main components of a qbr meeting should be organization. Clearly set the agenda and make sure attendees have it in hand before the meeting begins. You can begin with the customers objectives and branch out into the progress that’s been made concerning those objectives over the last quarter. Allow time to look closely at new opportunities, and wrap up by planning the next quarter and announcing the next meeting time, if you’ve got it set in stone.
Remember, listening during a qbr meeting is just as important as communicating. Allow your team ample time to get their points across.
What’s inside this Sales Quarterly Business Review Meeting Template:
“Success looks a lot like failure up until the moment you break through the finish line.” – Dan Waldschmidt
A template will be of great assistance in helping you organize yourself regarding your quarterly sales meeting. Simply fill in each section before your meeting, and use it as a guide throughout.
1 Intro Q&A
What would you like to know?
Start by letting everyone know what to expect in the meeting today, and lightly touch on anything important. Give those in attendance time to ask questions, and answer them as best you can while trying not to be too redundant, as it’s likely that some of the questions asked will be covered in the meeting. A good question and answer session is the perfect kick-off.
2 Previous quarter
Go over the statistics from the previous quarter, without getting too detailed, but placing plenty of focus on the aspects that are important. Chances are, most of the team is already somewhat aware of the happenings of the previous quarter, but it doesn’t hurt to show them what you’ve seen from a different or management perspective. Discuss both the positives and negatives.
- Efforts – What sales activities did the team participate in?
- Results – What were the results of those activities?
What did we learn over the last period? How we will change the process moving forward based on those lessons?
“I never lose. I either win or learn.” – Nelson Mandela
Since you likely have a sweeping perspective, be sure to write down and then share what you’ve learned over the past quarter. What aspects are helpful to your sales team? This is not a section that requires any level of negativity. Instead, you’ll want to ensure that you try and put your findings in a positive light, so that they motivate your team to move forward.
Your team will be eager to hear what you have in mind for the next quarter. Not only are they looking forward to meeting their own goals, but they can better do so if they know company goals. Planning for the next quarter is essential, so make sure you’ve completed that process entirely before you fill out this template or take the front of the room at the quarterly meeting.
- Initiatives – What will you be doing in the next quarter? (Attending events, channel improvements, etc.)
- Forecast – Leads in the pipeline, new meetings, stretch goals, etc.
What have we not answered yet?
Give a brief overview of your expectations for the next quarter, and allow another question and answer session. You’re likely to encounter many questions regarding points made during the meeting, as well as the action plan for the next quarter. Everyone will want to know exactly what’s expected of them, and you should be able to tell them. That communication is a substantial component of helping your team succeed.
What came out of this meeting? What are the next steps?
After the last Q&A wraps up, give the team a short list of action items that you expect for the next quarter. What can they do to improve their performance? How can they make a difference in themselves and the company? Give them ideas, give them a plan, and reiterate that your door is always open regarding questions that may pop up post-meeting.