CaneWolf

Call me what you want, just sign the damn contract

Defend QBRs/Territory Reviews

Alright sales leaders,

As somebody who has been doing QBRs/territory reviews for now approaching a decade, I can honestly say I see absolutely no value in these things. The feedback is usually minimal/completely irrelevant and nobody I know values these sessions. Instead though, a whole lot of time gets wasted.

Tell me why these things aren't just a box checking exercise.

🧢 Sales Management

😎 Sales Skills

7 comments

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CadenceCombat

Tycoon

Account Executive

QBRs can be stressful but I feel like there is value depending on how they’re handled.

Yes, it does take time out that could otherwise be spent closing more deals but I think it’s a great tool for accountability and to encourage transparency.

JuicyKlay

Celebrated Contributor

My last company did group QBR’s and I got a lot out of those. Each rep got 30 minutes to present their business plan for the upcoming quarter and I learned a lot of strategies and techniques from some of the more senior reps.

CaneWolf

Politicker

Call me what you want, just sign the damn contract

Any examples?

JuicyKlay

Celebrated Contributor

Resources for finding more relevant RFP’s, cadence techniques, better industry messaging, leveraging different types of referral partners, product upsell techniques, different verticals/segments/business types to look for, overall strategy for territory and how people prioritize time, etc.

swizard

Celebrated Contributor

Sales Evangelist

The key here is to have QBRs which provide value to both parties, QBRs for just ticking the box in the quarterly activity report is the silly use of precious time.

CoastLife

Good Citizen

Large Enterprise Sales

Try involving other internal stakeholders as much as possible in your QBRs. Ie CSM, SE, Partner team, product, gasp marketing.
Getting more people on the same page about common challenges, plans to win is super valuable.

SalesPharaoh

Big Shot

Senior Account Executive

Ah man I dreaded the week before this. Too much stress for things that are 50% beyond your control especially in our business of trading where things are super volatile and you stuck with accounts you can't change

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CaneWolf

Defend QBRs/Territory Reviews

7 comments

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