Account Planning

Naughty or Nice? QBR Checklist

Posted On
December 18, 2019
Resource Type
Account Planning

‘Tis the season for internal quarterly business reviews! But unlike Santa, QBRs come around more than once a year. Quarterly business reviews can be time-consuming to prepare for since you’ll need to cover a lot of information. As you prepare for your QBR, use this list and check it twice.

Will you be on the QBR naughty or nice list? 

Here’s how it works – count up the boxes for every item that you can check off as your quarterly business review approaches. Then check your score below.

Let’s find out who’s naughty or nice.
 

Prep for QBR Checklist

□ I created a QBR presentation last quarter that I can leverage again for this quarter or have a QBR template to help me get started

□ I have clear objectives that I have been working toward the past few months

□ I will specifically call out progress on these objectives in my QBR presentation

□ All my metrics are from the same data source 

□ My presentation will include a quarter by quarter comparison

□ I am prepared to discuss my top accounts in detail including overviews, goals, opportunities, and key stakeholder influence

□ I have completed a whitespace analysis to identify more selling opportunities in my existing accounts

□ My presentation will also focus on what I learned this quarter 

□ I clearly lay out what my goals are for next quarter

QBR Prep Score

5 or more = QBR Nice List 
You have been a very good sales rep this quarter!

4 or less = QBR Naughty List
Uh-oh, you might be behind on your QBR prep but you still have time to catch up! This QBR Survival Kit will guarantee you get presents instead of coal this quarter.

Posted On
December 18, 2019
Resource Type
Account Planning