MANAGEMENT
Questions that Turn Good QBRs into Great QBRs
SOMRAT NIYOGI
The Quarterly Business Review, or QBR, is where salespeople prove they understand yesterday, ex- pose today, and demonstrate a plan for tomorrow.
It’s the meeting where sales reps earn – or lose – the confidence of their sales leaders and where sales leaders, especially first-line managers, prove
16 | JULY 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
they can take the reins of their region. Along with sales representative- manager one-on-one calls and annual sales kickoffs, QBRs form
the trio of top sales management events. So, for managers, the stakes are high for getting the QBR right. The annual sales kickoff and the
rep-manager one-on-one call cer- tainly have critical roles also: the annual kickoff builds excitement, sets direction, and uses the compensation plan to align company priorities with rep priorities. One-on-ones between first-line managers and enterprise sales reps give managers the pulse of key deals and become part of reps’ weekly selling routine. Yet the QBR is where the best sales managers and enterprise sales reps separate them-
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