How to Prepare for a Sales Development QBR

“The general who wins a battle makes many calculations in his temple before the battle is fought.” Sun Tzu

It is common practice in business to have field sales reps (those in a closing role) present Quarterly Business Reviews (QBRs). The reviews are held just before a new quarter begins.

Sales Development Reps (SDRs), however, usually participate in the QBR presentation vs. prepare one themselves.

Two reasons why SDRs must learn to prepare a QBR:

(1) They learn to plan their work and work their plan and

(2) elevate their competencies, for when they are in a closing role.

Whether or not you’re asked to prepare and present a QBR, prepare one anyway – for yourself and the field sales reps you serve.

QBR’s are typically created in PowerPoint or Prezi, but can take on a variety of forms. Download this template.

The following suggestions assume the SDR is in a business-to-business (B2B) selling environment. They support field sales reps in a given territory, and are responsible for inbound lead qualification, outbound prospecting, or both.

Questions You Should Consider While Preparing

Thought-provoking questions (of yourself) will ensure you’ve thoroughly planned through the upcoming quarter. They’ll also open-up your mind, allowing you to approach your QBR creatively and with confidence.

  • How well does my QBR align with the overarching goals of the entire sales team?
  • How closely have I looked at the data in my CRM?
  • Can I articulate the milestones and trends in this territory?
  • Have I reviewed this with the field sales rep(s) I support?
  • Is this QBR insightful, informative, and concise?
  • How well have I anticipated and prepared for questions that may come up?
  • Is this the best I can do?

Most QBR presentations last one hour, so plan to build no more than five, maybe six slides. Tell a tight story for each slide, stick to the agenda, and you won’t need more slides.

For example, when reviewing the previous quarter, you could talk about the challenges you faced at the start of the quarter, and how you planned to address them. Then show the results of your efforts, and what insights you now have, heading into a brand new quarter.

Agenda Items to Include in Your QBR

When considering the agenda, think past, present, future. Use a tone of ownership, accountability, and leadership – telling things like they are, and no worse than they are; with an action plan you’re excited to execute.

The QBR summarizes your most current 30-60-90 day plan for the territory.

(1) Review of the Previous Quarter

Wins. For SDR’s, wins could mean a few things. Show the results, and also highlight how well you did against quota.  

  • # of opportunities created from inbound leads or target accounts
  • # of completed meetings
  • % of completed meetings with decision makers
  • # of completed online demos

Losses. For SDR’s, losses are defined by opportunities NOT added to the pipeline…or added, but removed, within a specific timeframe.

  • # of opportunities created that fell through (Closed Canceled or Closed Lost)
  • # of leads or contacts that have not responded
  • # of competitive takeaways
  • % of target accounts not yet contacted
  • % of meetings booked that have not yet occurred

Findings. Tell the organization what you’re seeing in the territory or in the role. Are people taking your calls? Have you run into the same competitors over and over again? Is your product offering resonating in the territory? Is Marketing supportive of your efforts?

  • The territory is comprised of only two verticals (oil & gas and manufacturing). We sell very little to those verticals.
  • There are two potential channel partners in the territory that we should contact.
  • In 80% of my conversations, these 3 features drove the whole discussion.
  • The competition will continue winning these RFP’s if we can’t update this particular piece of our product.

(2) Approach for the Current Quarter

When qualifying accounts or prospecting in a territory, you DON’T want to wake up and learn your high-value prospects went with a competitor. That news stings even more when you never even had a conversation with them.

Approach the quarter proactively – get started on the action plan, meet with key stakeholders (territory managers, counterparts from other departments, colleagues from your Sales Development team, your sales leader), and manage risk.

  • Key logos you have targeted, plan to engage, and intend to convert to pipeline
  • Competitive landscape (incumbents, FUD they’re spreading in your territory, relevant news)
  • Action plan (demand generation efforts, upcoming industry events, referrals, outreach cadence)

(3) Recommendations

This is your chance to suggest where help is needed and from what resources. Perhaps Sales Engineers can get involved in more initial calls; or maybe Marketing can craft relevant case studies to align with your territory; or the Sales Enablement team can invest in a tool to help automate and track your emails?

Whatever the need, backup your observations, suggestions, and requests with data. And socialize the need with the respective department, prior to raising the issue in the QBR.

One More Thing

Start preparing your QBR 2-4 weeks in advance of the new quarter. If Q1 begins on January 1, for example, then start framing-up your QBR around December 7.

If you’re NOT in Sales Development, and want to see what QBR’s look like for other roles, check out these articles:

 

Zen-of-Thank-You-Cards

The Zen of Thank You Cards

You are blessed.  If you’re a professional reading this article, you represent the Top 1% of the world’s wealthiest people.  You are surrounded by opportunity and should take none of it for granted.

1734958Living with an attitude of gratitude, and acting on it, will infuse more joy, respect, and awareness into the business world, and into your life.

When is the last time you sent a thank you card to someone?

Keep a box of blank thank you cards nearby; in a desk drawer, in your bag or purse, or your car.

When to Send Thank You Cards

There’s rarely an unacceptable, inappropriate time to send a thank you card.  However, make sure to send one after:

  • Face-to-face interviews (every person that interviews you should receive one)
  • Productive sales calls (that are in-person, by phone, or online)
  • Successful chats with an exec admin or anyone that puts you in touch with a targeted contact
  • Events sponsored by a business or person (send it to the sponsor, as well as the host)
  • Acquiring new customers (start that long relationship now, on a positive note – pun intended)
  • Losing a customer (thank them for their business, then make things better so they’ll return)

 

What to Say

It’s the gesture that counts, so write a brief note.  Think about slipping a gift card in there, too.  It always brings a little excitement when the gift card falls out of the thank you card.

In just three lines, you can say something like:

  • Thanks for this opportunity.  I appreciate your time.  Look forward to working with you.
  • Powerful advice & feedback.  I brought it right to my team.  Thanks for sharing with me.
  • The event was fantastic!  Met a ton of great people.  Thanks for hosting (or sponsoring).
  • Thanks for your business!  Here’s to many years together.  I’ll talk with you soon.
  • Such a fun time.  Thanks for including me.  Next time, dinner’s on me!

Where to Buy Thank You Cards

It takes minutes of your time, but leaves a lasting impression on the recipient.  It also demonstrates that you’re mindful of others and on top of your game.  A handwritten thank you note makes everyone feel good.

7 Sales Tips for Prospecting & Cold Calling (Part 3 of 3)

A final excerpt from 21 Sales Tips for Prospecting, Cold Calling, & Social Selling – webinar presented on May 7, 2013.
Representing InsideView, Ralph presented with Steve Richard of Vorsight, & Jamie Shanks of Sales for Life.

TIP #7 is the most important:  To practice CANI!  It’s an acronym for Constant and Never-Ending Improvement.

Work On Your SELF Harder than You Work on Your Job  
The Japanese word for this exercise is kaizen; it’s called Six Sigma at successful companies like GE; and in life, it’s simply modeling the best at your craft, achieving small goals each day, and measuring your progress along the way.

7100310If you plan to bolster your sales career, and you’ve decided that THIS is your profession, then you must aspire to master it.

Awaken the student within you.  Absorb as much information as you can.  You have the same amount of time each day as the greatest minds — take advantage of it.

What Were the Last Five Books You Read?  The Last Two?

  • Were they books about sales, sales management, business processes, or personal development?  Attitude, creativity,  execution, and all that encompasses sales?
  • What podcasts are you listening to?
  • What YouTube videos are you watching?
  • What blogs are you following?
  • How active are you in your industry’s associations?

Here are some books to consider, that are all under $12:

2683422

When You’re Not Training, Your Competitors Are
And when you ARE training, your competitors are.  Build your sweat equity, so that you can differentiate yourself.  Commit to CANI! — to Constant and Never-Ending Improvement.

7 Sales Tips for Prospecting & Cold Calling (Part 2 of 3)

A second excerpt from 21 Sales Tips for Prospecting, Cold Calling, & Social Selling – a webinar presented on May 7, 2013.  Representing InsideView, Ralph presented with Steve Richard of Vorsight, & Jamie Shanks of Sales for Life.

TIP #4 is to send pre-emptive emails.  Alerting your prospect that you plan to call them, during a stated window of time, increases your (and their) options.

YOUR PROSPECT’S OPTIONS

  • Prepare for your call, now that they know it’s coming.
  • Reach out to the exec whose name was mentioned in your email, to find out if you’re legit.
  • Visit Google and gather some intel on YOU.  (Googling your name yields value-added results, right?)
  • Respond with a better time for you to call.
  • Respond that they’re not interested in taking your call (hopefully explaining why).
  • Forward your message to a more appropriate person.
  • Ignore your message.  (This will happen if it’s poorly written, too long, or if it lacks relevant info.)

9884596

YOUR OPTIONS

  • Prepare, prepare, prepare.
  • Find 3 points of research that you will actually use in the call.  Learn more about 3×3 research here.
  • Craft 2 brief emails:  One to (re)confirm the call, if they respond; one to offer more value, if they don’t.
  • Schedule the call on your calendar, so you don’t miss (or forget) the window of opportunity.
  • Save the email as a template for other prospects, especially if it’s successful.

9750848

TIP #5 is to attract prospects to you.  The late Jim Rohn said that “success is something you attract by becoming an attractive person.”

If you bring value to the marketplace, you will become valuable.  Your prospects will seek you out vs. the other way around.  Your reputation will precede you.

Examples to consider:

  • Promote and host a webinar with industry experts and share best practices
  • Present a relevant topic at your industry association meetings
  • Start a blog and write useful articles
  • Film yourself discussing tips and techniques with your peers, and upload it to YouTube
  • Record a podcast and have your best customer join you on an episode
  • Tweet (and retweet) powerful articles, videos, or status updates

Jamie Shanks and Steve Richard, shown below, demonstrate these examples well.  Google them and you’ll see.

5110799

TIP #6 is to make rapid-fire calls.  If your organization manages a large volume of inbound leads, you no longer need to manually dial them all.  Technologies offered by ConnectAndSell, ConnectLeader, InsideSales.com, and others manage the dialing for you.

There’s a scene in the film The Pursuit of Happyness where homeless stockbroker, Chris Gardner (played by Will Smith) finds a way to get through large lists of phone numbers — he never hangs up the phone!

He also calls CEOs and gets right through the gatekeeper.  Watch…

The days of crossing out names on a call list are over.  Check out one of the aforementioned solutions.  Note that you still need to research before calling.  You should also sort by title, industry, event, etc. which drives a consistent talk track.

9894805

Part 3 will follow, but no need to wait.  Nothing should stop you from applying these tips today.