HappyGilmore

Account Executive

QBR Formats

Hey WR fam,

Wanted to hear what others have gone through as far as format's they use for their QBR's. I've gone through some different formats such as:

-Each rep talks through their top 5 deals in the next quarter in depth

-Slide presentation talking through the past quarter, next quarter, and calendar year outlook

-A day spent on-site where the QBR isn't necessarily talking about past performance, but rather discussing ideas and ways to innovate the sales process.

Any other formats you've used, and what's your preference if any?

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Pachacuti

Politicker

They call me Daddy, Sales Daddy

IMO it’s good to talk about what worked over the past Q and what didn’t. Look for ways to improve and give kudos to those who deserve it.

And top 5 in depth? That could a long day, especially if you have complex accounts or guys who like to hear themselves talk. Top 3 at the most and talk about the resources needed from the company to bring them in.

HappyGilmore

Politicker

Account Executive

I'm on an SMB team right now and top 5 was pretty smooth for us (did this yesterday), took up less than 5 hours of the day with a break involved.
That model I could see making the day excruciatingly long for say enterprise/strategic sales.
I do agree with you its good to talk about what worked over the past q/what didn't and that could've been discussed more in depth during this past qbr, along with discussing ways to improve aside from saying "we need to get to IT faster", for example.

wardoggus

Area VP of Sales

We threw out the traditional “past performance, top CQ pipeline” stuff years ago.

Now we focus on workshops. Identified 2-3 skills area per quarter to reinforce training, planning and execution process for the quarter.

We also bring in leaders from cross-functional teams for Q&A about what they’re working on and updates from their orgs. It really gives the AEs a chance to hear first hand from finance, marketing, legal leaders etc and builds those important relationships too.

HappyGilmore

Politicker

Account Executive

That sounds like a really good format and a way to keep everyone engaged for a QBR. I like the cross-functionality of it as that also sounds like it strengthens those relationships aside from only reaching out to those folks in time of need.

wardoggus

Area VP of Sales

Yep, agreed. The proactive relationship building helps significantly. AEs often don’t do this on their own so we like to facilitate it ourselves.

braintank

Politicker

Enterprise Account Executive

Don't make it into an extended forecast call

Justatitle

Big Shot

Account Executive

God, QBRs they used to be the bane to my existence, haven't had to do them in 2 years which has been wonderful, it was usually presenting last Qs numbers, what your forecasting and then we could bring up ideas for product or what we heard were stopping people from buying and nothing would get done about it... I like the structure you have though and if it works wouldn't recommend changing it.

HappyGilmore

Politicker

Account Executive

Totally, we just did the top 5 account dive for the first time yesterday and it was a productive conversation all around, versus what traditionally has been walking through a slide deck.

Revenue_Rambo

Politicker

Director, Revenue Enablement

Our teams do some recap but there is a heavy focus on action planning for each rep. Not just setting goals or targets, but getting them to detail what actions they are going to do each month in order to be successful.

HappyGilmore

Politicker

Account Executive

That's important to discuss to be honest, I might need to take that and share with my manager for next QBR.

CPTAmerica

Opinionated

President/CRO

What went well, what went wrong, where should we go from here. Keep it human! Skip the formal stat,chart reviews that everyone already has access to in SF.

Sunbunny31

Politicker

Sr Sales Executive 🐰

After having sat through multi-day QBRs listening to every detail of every deal from every rep and wanting to shoot myself at the end of day 1...
Format - done 1:1 so your peers can keep selling:
Numbers from last q and cumulative for year. No details - we cover what works/doesn't in sales team meetings.Top deals for current Q, in order of Stage/likelihood. Details are what the SOE are, any identified risks, and the help needed from the business.Upside deals - maybe not fully baked, maybe a bit early in the process to be fully confident with forecastingUpcoming deals of note in the next quarter, particularly if there's help needed to get them forecast or if there's a chance they can be pulled into Q.

1 hour, with slides that are submitted and rolled up by manager into full company forecast.

CuriousFox

WR Officer

🦊

Yes for the love of Gawd please don't waste any more of my precious time.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Back when I was much younger, I was quite pregnant during one of the QBRs we had scheduled. I offered to the reps that I'd go dramatically into labor if they handed enough cash my way. I could see a couple of them wavering. Think they were all a bit chicken, though.

CuriousFox

WR Officer

🦊

I would've added a case of white claw for after the labor to sweeten the deal.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I mean, I was about to use it to get out of the next two days myself. The $$ offer was to have one of them accompany me.

Damn, I was lagged yesterday to not make that clear.

Maximas

Tycoon

Senior Sales Executive

Didn't try one as it's not a required task for me to do currently for being a SDR rep, believe my top mgmt (Like my manager or my manager's manager) may have to go for that QBR with owners or stakeholders about how well our KPIs are progressing towards the set goals!

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HappyGilmore

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