XBR vs QBR

The sales quarterly business review (QBR) is a valuable yet tedious exercise. What is it? Once a quarter, the sales team connects on a deep dive on how they are tracking towards the goal. This exercise is comprised of the account & opportunity plans combined together to provide context for the quarterly targets.

In the best cases, you have cross-departmental representation. Example sales, systems engineers (SE), marketing, business development, product, and leadership are also included (depending on your company dynamic)

QBR vs XBR

Starts high level - macro questions:

• What are the economic and market conditions?

• What are the Industry dynamics & trends?

• Who are we competing with?

• How are we winning? Why?

• How are we losing? Why?

The QBR is a point-in-time activity that is dated as soon as it ends. Enabling businesses to capture, analyze, and take action in real time is a competitive advantage. We named this the XBR (real-time QBR). Unlock your quarterly bottleneck and understand the progress of your most important data now.

Optimal Characteristics:

• The customer should be front and center of the sales QBR

• Collective goal(s): Success

• Treat each review as an opportunity to improve, learn, and ensure the team is aligned

• Include the extended team to help maximize impact

We enable your account and opportunity plans within your Salesforce. Standardizing excellence enables continuous improvement for any sales organization. If the revenue team understands the plan of success, aligns with the next best action(s), and builds positive customer engagements, you see improved results $$$.

Elements of:

• Attainment YTD - % Quota

• Account and Opportunity Details

• Strengths, Weaknesses, Opportunities, and Threats, (SWOT)

• Who you are working with and what NBA (next best action)?

  • Internal

  • External

• How are progressing?

  • Account plan

    • Health, Relationships, Renewal Health, NPS…

    • 30,60,90 day plan progress

    • Target personas progression

    • Whitespace review

    • Cross & Up sell identification

    • Marketing alignment (ABM, KPI)

  • Opportunity win/loss

    • Record progress on wins and why

    • Record losses and why

    • Pipeline review

    • Gap analysis

  • Goals

    • Quota

    • Cross and up-sell targets

    • Alignment throughout departments (marketing/sales/customer success)

    • Other (services)

Capturing the above output in real-time could - time to revenue + win rates throughout the revenue lifecycle.

We enable revenue teams with your best practices to ensure every rep has the ability to become your top performer. Reach out to see how you can unlock the power of your XBR - info@squivr.com