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The end of the quarter is around the corner and everyone is feeling the pressure to hit their numbers. A Quarterly Business Review is a chance for your company’s key stakeholders to analyze last quarter’s results and chart a course for the upcoming quarter and beyond. To prepare for the QBR, department executives need to all have a solid understanding of the QBR structure and follow a strong process to gather data in preparation.
Quarterly Business Reviews should be data-driven meetings – so, naturally, you need to collect that big-picture data that demonstrates your team’s performance and create reports using that data. To figure out what sales reports to include, look at your quota and sales bookings projections from the last QBR and compare them to actual results.
Once you’ve presented your results and analysis, you’ll need to put those numbers in the context of projecting your team’s performance over the next quarter.

Choose 2-4 clearly defined goals for your sales team to outline in detail for the Quarterly Business Review.
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Lindsay Kolowich is a Content Marketing Strategist at InsightSquared, where she writes frequently for their leading blog on Sales and Marketing Management Analytics. Whether you make your number or not, your sales team’s data-backed performance should be analyzed during a Quarterly Business Review (QBR) at the end of every quarter.
At smaller companies and startups, you’ll probably be the only person presenting about your sales team’s performance. Before you dive into the metrics, your audience should know exactly what you’re going to cover in your presentation.

At larger companies, you could choose to invite your Regional Sales Directors to present alongside you. Show your audience you care about their opinion by listening closely to alternative perspectives and responding thoughtfully.

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