Sales Qbr How To Prepare

Published on November 20, 2023 by David Zhang

Sales Qbr How To Prepare

The sales Quarterly Business Review (QBR) is an event marked with equal parts anticipation and anxiety for many sales leaders and teams. It serves as a strategic checkpoint for assessing performance, aligning goals, and refocusing efforts. The QBR isn't just a look back at past achievements and misses, it's also a planning session, setting the pathway for the upcoming quarter.

For startup founders, sales executives, and management at B2B service providers, the QBR is vital. It's an opportunity to prove to the organization—the teams, the investors, the board—that the sales strategy is working, or to pivot where necessary. Preparing for a QBR involves critical analysis, precise communication, and a well-structured presentation.

Here’s a detailed guide to preparing an effective sales QBR to help you and your team make the most of this strategic planning session.

Understanding the Purpose of a QBR

1. Performance Assessment

The QBR is a chance to quantify the team’s performance over the past quarter. It’s when you measure outcomes against targets, analyze key performance indicators (KPIs), and discuss what worked or didn't. It’s essentially a report card on the health of your sales efforts.

2. Strategy Alignment

A QBR should realign everyone with the organization’s strategic goals. It reminds your team of the big picture and how their roles contribute to the overall mission of the company.

3. Learning and Development

A successful QBR creates a learning environment. Teams can share success stories, learn from losses, and gain insights into best practices and areas needing improvement.

4. Planning for the Future

Lastly, QBRs are forward-looking events. They set the stage for the next quarter’s strategy—identifying target accounts, sales tactics, resource allocation, and more.

Steps to Prepare for a Sales QBR

Step 1: Collect and Analyze Data

Begin by gathering all relevant sales data from the previous quarter. This includes leads generated, conversion rates, sales cycle length, deal sizes, revenue generated, customer acquisition costs, and more. Use CRM and sales analytics tools for an objective look into your performance. Ensure that your data is accurate, comprehensive, and clean; fuzzy numbers will only lead to fuzzy planning.

Step 2: Review Goals and Objectives

Once you have the data, review the previous quarter's goals. What were the sales targets and strategic objectives? Rank how you performed against each. If certain objectives were not met, be prepared to discuss why and how to address these issues moving forward.

Step 3: Prepare Deal Reviews

Highlight specific deals in the QBR—both wins and losses. Wins illustrate what tactics are working or any new markets successfully penetrated. Losses, on the other hand, can be learning moments. Dissecting why a sale didn't close can reveal valuable insights.

Step 4: Evaluate Sales Activities and Processes

Consider the efficiency and effectiveness of your sales activities. Should you adjust your approach to prospecting? Are there bottlenecks in the sales process? Could better tools or training improve performance? This evaluation informs operational adjustments and future needs.

Step 5: Discuss Market Trends

Research industry benchmarks and trends. How does your performance stack up against competitors? Has the market shifted? Insights into the market inform strategic decisions and tactics for upcoming quarters.

Step 6: Develop Actionable Strategies

Based on your assessment, devise a strategy for the coming quarter. Identify key initiatives, focus areas, and opportunities for growth. Define clear, measurable objectives.

Step 7: Align Resources

Determine what resources—budget, tools, personnel—are required to execute on the next quarter’s strategy. Be realistic about your resource allocation, and ensure your team's objectives are achievable with what they have.

Step 8: Craft Your Presentation

Your QBR presentation should be clear, concise, and engaging. Start with an executive summary, then delve into data and analysis. Always connect your findings back to business outcomes. Include stories and testimonials that humanize the data. Finally, discuss next steps and assign action items.

Step 9: Rehearse and Refine

Review your presentation multiple times. Keep refining it until the message is sharp and the data supports your narrative. Make sure it speaks to both successes and learnings constructively.

Step 10: Facilitate Engagement

Prepare to make your QBR interactive. Encourage questions, feedback, and discussions. The more your team engages, the more valuable the session will be for everyone involved.

Best Practices for a Sales QBR


Be honest in your QBR. Facing challenges head on can lead to constructive debate and creative solutions.

Collaborative Culture

Engage your team in the preparation process. Gather their input and insights, as frontline insights are invaluable.

Focus on Solutions

While it’s necessary to identify problems, spend most of your energy discussing solutions and improvements.

Continuous Improvement

Take lessons from each QBR and apply them to the next. Strive for an environment of continuous growth and learning.

Use Technology Appropriately

Use a platform that allows you to present data dynamically. Tools like Aomni can help you manage your sales data and insights, making preparation easier and insights clearer.


An effectively prepared QBR can drive your sales team to new levels of performance and alignment within your organization. Use this time to celebrate successes, learn from challenges, and focus squarely on achieving a more prosperous upcoming quarter. Remember, your QBR is not just a retrospective—it's a springboard for future growth and success.

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