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It’s that time of the year - quarterly business review (QBR) season.

My first quarter as a full-cycle rep I finished at 73% to quota.

So when I saw my VPs calendar invite come through for “Q2 QBRs” I felt sick.

Even worse, I was scheduled to present first…

Time to buckle my chinstrap — I was about to get put through the ringer.

Thankfully, before presenting a colleague gave me some words of advice:

“Leadership knows your results, now they’re looking for insights and actions”

He shared his template for presenting performance with me and it’s the same one I’ve been using as rep and Manager.

Over the years, I’ve adapted it depending on my role and team structure.

And now I’m going to share it with you.

Here’s a guide for sellers presenting QBRs to your leadership and peers…

Purpose:

When done correctly, QBRs provide accountability and personal development.

Execs join so they can gain insight into what’s happening on the front lines.

It’s NOT meant to be a firing squad or a chance to blame or complain.

Start by having management recap deliverables from the previous QBRs:

Individual Performance:

Whether good or bad, present the facts:

• Closed Won % to quota

• Average number of deals / month (SMB)

• Average sales cycle duration

• Largest deal closed

• Average deal size

• Self-sourced opportunities

To state the obvious, the worst thing you can do here is blame or complain.

Results are in the past, now it’s time to share insights on how you got here.

Lessons Learned:

This is an opportunity to dive into specific wins and losses.

Deals you won, competitors you beat, techniques used etc.

This will frame up commitments for the quarter ahead.

But first, a little accountability to what you said you’d do last quarter:

Steal this QBR Template:

That’s it - a simple guide on how to present performance to stakeholders.

It combines quantitative and qualitative data points to share your results.

I’m not sure if this is the best framework, but it’s worked for me.

If you’d like to see the full deck - check this out:

Until next Thursday,

TSG

P.S. I reply to all emails.