The Quarterly Business Review, or QBR, is a great forum for sales managers and enterprising salespeople to separate themselves from the pack. After all, the best reps are CEOs of their territory, thinking holistically about their business and knowing what makes their patch unique.
Yet too many managers and reps think of QBRs as simple account reviews, instead of as a forum where reps and sales management align on territory plans, and reps indicate their ability to execute on those plans.
Since all of us in sales are goal-oriented, I’ll give sales managers a concrete goal: Your reps should look back on your QBRs, quarter after quarter, and say, “Those were the toughest meetings of my life, but I sold more and earned more because of them.”
Below I’ve outlined three high-level questions every sales leader should ask to ensure effective QBRs for their reps and region: