Sales QBR

What Is a Sales QBR?

A Sales Quarterly Business Review (QBR) is a comprehensive meeting between sales teams and management that assesses the team’s performance over the preceding quarter. Attendees of a QBR typically include senior executives, sales managers, sales operations leaders, and other representatives from the sales organization. The goal of a QBR is to review data on business performance, identify areas for improvement, develop strategies for growth and success, and generate ideas for new projects.

During a QBR, discussion topics may include:

  • Key performance indicators (KPIs)
  • Customer feedback
  • Market trends
  • Opportunities for innovation or improvement in existing processes
  • Any associated risks or challenges

A QBR is an opportunity to outline goals and strategies to maximize revenue and meet organizational objectives. Through an analysis of quantitative metrics such as closed deals or average deal size, along with qualitative factors like customer satisfaction ratings or feedback on sales processes, QBRs help assess the team’s success over the quarter. Attendees at a QBR should come prepared to ask questions about data points they find interesting or concerning. By reviewing trends in the historical data presented at each meeting, teams can identify areas for improvement and strategy adjustment.


  • Sales QBRs
  • Quarterly business review

Why Sales Organizations Hold QBRs

Sales QBRs (Quarterly Business Reviews) are essential to the sales process. They allow sales organizations to stay focused on their long-term objectives and adjust their strategies and tactics accordingly. Specific ways QBRs add value and ensure successful sales team performance include:

Identify Opportunities and Challenges

Sales QBRs help companies stay on top of customer needs, market trends, and competitive pressures. By evaluating current performance and developing realistic goals, sales teams can ensure that they are maximizing their potential. Furthermore, monitoring performance regularly makes it possible to identify areas to increase efficiency and profitability.

Encourage Team Communication

Sales QBRs also serve as a valuable training tool for sales staff, providing feedback that sales leaders can use to refine skills and improve overall team productivity. Regular reviews can also foster communication between team members, encouraging collaboration and creativity when problem-solving together. QBRs also provide sales teams with a platform to recognize outstanding individuals. Businesses can boost employee morale through this type of recognition system while achieving success in different areas, such as customer acquisition and retention.

Prevent Departmental Siloes

QBRs also allow sales teams to collaborate with other departments, such as marketing, product development, and customer service. By working together every quarter, companies can develop innovative solutions that address customer concerns while remaining profitable. In addition, this type of collaboration helps reduce organizational silos and encourages team members to explore new ideas and strategies.

Review At-Risk Accounts

Identifying at-risk accounts and reviewing them during the QBR is critical to ensuring that the organization maintains a profitable and successful sales pipeline. At-risk customers have shown signs of decreased engagement or are likely to discontinue their relationship with the company. When identified in advance, sales reps can address these accounts before the problem escalates or the customer churns.

Sales Metrics Review

A key element of successful sales QBRs is the review of sales metrics. These metrics provide insight into how well sales reps are performing, what strategies need to be adjusted or abandoned, and where there may be areas of opportunity for improvement.

Analyzing the data from Sales QBRs is also crucial for understanding the impact of changes made throughout the organization. These can range from product launches or re-branding efforts to new pricing structures or process modifications. Through this analysis, businesses have the information they need to refine their strategies and ensure they continue to meet customer needs and expectations.

When reviewing metrics in a sales QBR, sales managers should focus on quantitative and qualitative measurements to give a comprehensive overview of the team’s performance. Quantitative metrics can include total revenue generated, the number of closed deals, conversion rate, average deal size, etc. In contrast, qualitative metrics may consist of customer feedback or satisfaction ratings, time to close deals, the effectiveness of communication with clients during negotiations, etc. These factors must be considered when assessing whether the team is meeting its goals and objectives or if any issues need to be addressed.

In addition to focusing on both quantitative and qualitative data points in a review of sales metrics during a QBR, it is also important to consider trends over time rather than just looking at isolated data points. This provides better insights into whether strategies are working and allows managers to make more informed decisions.

KPIs to review during a Sales QBR include the following:

Number of New Opportunities: This KPI measures the total number of new opportunities (i.e., sales leads) that were identified and successfully closed during a given period.

Pipeline Growth: This KPI measures how much the organization’s sales pipeline has grown, indicating whether or not the company is seeing an increase in qualified leads over time.

Revenue per Sale: This KPI will help you understand which sales initiatives are most profitable regarding revenue per sale or opportunity size.

Average Order Value (AOV): A metric that tracks average order values for each product or service sold, which helps inform pricing strategy decisions in future quarters and cross-selling and upselling opportunities with existing customers.

Sales Cycle Length: How long it takes a lead to move through your sales pipeline from initial contact to final purchase indicates where to make adjustments, such as improving follow-up procedures or adjusting messaging based on what works best at different stages in the process.

Customer Retention Rate: Knowing how many customers stay with the company is essential when measuring success from one quarter to the next. Customer retention metrics should also include repeat purchases within a given period to assess loyalty levels among current clients/customers versus new acquisitions.

Close Rate: Close rate helps track the success rate of closed deals, indicating how effective your sales process is in generating revenue.

Sales Quarterly Business Review Best Practices

Sales managers should follow a few best practices to maximize the value of a Quarterly Business Review. First, it is essential to set clear expectations ahead of time for the review process. This includes deciding who will be involved in the QBR and outlining how results will be reported and discussed. Additionally, companies should ensure that all relevant information is gathered before the QBR takes place so that everyone in attendance has the same understanding of key figures and trends before discussing them.

Another critical step is setting measurable objectives ahead of time so that teams know how they are being evaluated and have concrete targets to aim for during each review period. During each review meeting, leaders should use data-driven insights to guide conversations and ensure objectivity when evaluating sales rep performance. Finally, it is essential to summarize key findings from each meeting in writing so the sales organization can review previous QBRs as needed.

Other best practices to increase sales team engagement in the review process include the following:

Involve the Team

QBR sessions must be interactive yet productive for them to be successful. A good practice is assigning roles within each meeting, such as moderator, note taker, presenter, etc., so everyone feels involved in the process and owns their assigned tasks. In addition, having group discussions rather than individual presentations can further facilitate engagement among all participants by providing people with opportunities to ask questions and provide feedback on ideas presented by others.

Make it Interactive

One key strategy to increase engagement in QBRs is to use interactive tools like quizzes or polls during the meeting. This can help bring out ideas from team members that may not have been discussed otherwise and keep sales reps focused on the discussion.

Set Clear Expectations for the Quarter

Another way to get your sales team involved in QBRs is by providing them with tangible goals and objectives for the upcoming quarter. This allows them to focus on specific tasks they know will lead to success. Setting clear expectations also provides a sense of ownership and reinforces accountability within your team.

Focus on Solutions

Management should focus on solutions rather than just problems when discussing issues during QBRs. For example, instead of only pointing out what went wrong or needs improvement, encourage the sales team and other stakeholders to brainstorm ideas on how things could be improved so everyone can work towards a common goal together rather than feeling defeated or frustrated with their current performance.

Sales QBR Trends

Several trends have emerged in the realm of sales QBRs, reflecting the dynamic nature of the business landscape. Let’s explore some of the current trends:

Data-Driven Approach

Data and analytics increasingly drive sales QBRs. Sales teams can now access various tools and technologies to effectively gather, analyze, and present relevant data. These data-driven QBRs allow sales teams to make more informed decisions, identify patterns and trends, and assess their performance based on concrete metrics.

Emphasis on Customer-Centricity

The customer-centric approach has gained significant traction in recent years. Sales QBRs now emphasize understanding the customer journey, analyzing customer feedback, and aligning sales strategies with customer needs. This trend ensures that sales teams prioritize delivering value to customers, improving customer satisfaction and loyalty.

Collaboration and Cross-Functional Alignment

Sales QBRs are no longer exclusive to the sales team. Collaboration and cross-functional alignment have become key trends, with QBRs involving stakeholders from various departments, such as marketing, customer support, and product development. This collaborative approach fosters a holistic view of the business, promotes alignment across departments, and enables a coordinated effort to meet sales targets.

Real-Time Performance Tracking

Real-time tracking of sales performance has become increasingly important. Rather than waiting for quarterly reviews, organizations leverage technology to monitor sales activities, track progress, and provide immediate feedback. Real-time performance tracking allows sales teams to identify bottlenecks, address issues promptly, and make agile adjustments to their strategies.

Visual Presentations and Storytelling

Traditional slide-based presentations are giving way to more visual and interactive formats. Sales QBRs now utilize data visualization tools, dashboards, and storytelling techniques to present information in a compelling and engaging manner. Visual presentations help stakeholders grasp complex data easily, communicate critical insights effectively, and make the QBRs more impactful.

Investment in Sales Enablement

Sales QBRs are increasingly incorporating sales enablement initiatives. This involves providing sales teams with the necessary resources, training, and tools to enhance their performance and effectiveness. QBRs are used as a platform to discuss sales enablement strategies, address challenges, and share best practices, ultimately empowering sales professionals to achieve their goals.

Predictive Analytics and Forecasting

Predictive analytics and forecasting techniques are gaining prominence in sales QBRs. By leveraging historical data and advanced analytics, organizations can make accurate predictions about future sales performance, identify potential risks, and develop proactive strategies to mitigate them. This trend enables sales teams to make data-backed decisions and optimize their efforts.

Continuous Improvement and Agile Adaptation

Sales QBRs are shifting towards a continuous improvement mindset. Instead of viewing them as periodic assessments, organizations focus on ongoing evaluation, feedback, and adaptation. Sales teams regularly review their performance, identify areas for improvement, and implement agile strategies to address emerging challenges and opportunities.

These trends reflect the evolving nature of sales QBRs, driven by technological advancements, a customer-centric approach, and a focus on data-driven decision-making. By embracing these trends, organizations can enhance their sales performance, foster cross-functional collaboration, and drive sustainable growth in an ever-changing business environment.

People Also Ask

How long should a sales QBR take?

A sales QBR (Quarterly Business Review) can take anywhere from one to three hours, depending on the depth of the review and the topics being discussed. Generally, a sales QBR should start by reviewing what worked well over the last quarter (and why), then covering any areas that could have gone better and wrapping up with planning for the upcoming quarter. A sales QBR typically focuses on goals, strategies, wins, losses, forecasting, and key performance indicators such as customer satisfaction. The meeting should be conducted in a structured format with clear objectives and an agenda to ensure that all attendees stay on track and can voice their opinions throughout. All participants need to remain engaged during a sales QBR so that everyone agrees with any decisions made or actions taken.

Is a quarterly business review the same as an executive business review?

A Quarterly Business Review (QBR) and an Executive Business Review (EBR) are two separate processes, although there can be similarities.

QBRs are usually conducted quarterly, providing a comprehensive review of the company’s performance over the past quarter. They involve examining sales figures, customer numbers, trends in critical business areas, and more. QBRs tend to focus on short-term goals rather than long-term ones.

EBRs typically take place on an annual basis and involve a deeper analysis of the company’s operations. They may include evaluating financial statements, customer feedback surveys, market research data, employee morale surveys, competitor analysis reports, and more. EBRs are designed to provide both short-term and long-term insights into the company’s overall performance.

How do I prepare for a QBR?

Preparing for a sales QBR can be a daunting task. However, planning and preparation ensure the QBR goes as smoothly as possible.

The first step to preparing for a QBR is to review your current sales performance data. Take a close look at your metrics, such as revenue, sales volume, customer churn rate, customer lifetime value, and any other key indicators of success, and make sure you understand how your team is doing with their goals. You should also review any customer survey data or feedback you may have received over the past period to get valuable insights into how customers view your product or service.

The next step is to create a meeting agenda. This should include introducing new team members or leadership changes, updates on goals and objectives, discussion points on strategies for achieving those goals, addressing customer feedback or concerns, and finally, setting new objectives for the next quarter. It’s also essential to identify who will lead each meeting section so everyone knows who is responsible for each part of the conversation.

Another important step when preparing for a sales QBR is determining which sales metrics should be included in the presentation. These could include reports on total revenue earned from customers over the previous quarter, customer retention rates by product or service segment, average order value by geographic location, the total number of leads generated in a given period, or any other relevant metric that displays progress towards set objectives. These reports should be easy-to-understand visuals that provide valuable insights into performance progress during the quarter reported upon.

Lastly, it’s important to assign roles and responsibilities ahead of time so everyone knows what they need to do before, during, and after the QBR meeting. Tasks might involve compiling necessary documents or reports ahead of time, setting up audio/visual equipment, taking notes during the meeting, providing supporting documents, summarizing key takeaways after the meeting, and communicating follow-up steps after the conclusion of the QBR session.