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QUARTERLY BUSINESS REVIEW 
Q1 | NAME | TERRITORY
4 QBR Templates 
1. Sales 
– Business Development 
– General Sales, SaaS, 
Major Accounts 
2. Sales Management 
3. Channel...
4-Quarter Track Record 
120 
110 
100 
90 
80 
70 
60 
50 
Q2 Q3 Q4 Q1 
Sales Rep Name 
Sales Rep Quota 
Team Average
Opportunity Creation 
30 
25 
20 
15 
10 
5 
0 
Q2 Q3 Q4 Q1 
New Opportunities 
MQLs Received 
SQLs Received
This a “Library” of slides. 
For your Quarterly Business Review 
template, choose the slides that will keep 
the conversat...
Revenue (YTD) 
$1,999,000 
+ 10% Goal 
Pipeline (CQ) 
$1,999,000 
+ 10% Goal 
Bookings (YTD) 
5 new customers 
+ 20% Goal ...
Pipeline Coverage 
4,000 
3,500 
3,000 
2,500 
2,000 
1,500 
1,000 
500 
- 
1 2 3 4 5 6 7 8 9 10 11 12 F 
Pipeline 
Foreca...
Q1 2014 Pipeline Health 
Current Quarter Pipeline 
Account Stage Amount Close Date Key to the Deal 
Q1 2015 Forecast Oppor...
Account Name Stage: 1 
Overview 
Compelling Event 
Competition 
Key Differentiator 
Decision Makers 
Steps to Close 
Risks...
Opportunity Timeline <Account> 
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 
Timeline Title 
1. Prospec 
t 
2. Qualify...
Clean format enables drag and drop 
conversion into your company PowerPoint 
Template.
Opportunity Score 
100 
75 
50 
25 
0 
OPPORTUNITY SCORE 
Sales Cycle 
Project Profile 
Account Profile
Pipeline Analysis: Product Mix 
PRODUCT 1 
29% 
PRODUCT 2 
SERVICES 
30% 
PRODUCT 3 17% 
24%
Additional Sales Slides (included) 
Sales Template 
• Transition Slides 
• Opportunity Next Steps 
• Next Quarter Deals 
•...
QUARTERLY BUSINESS REVIEW 
- Sales Management - 
Q2 | NAME | REGION
Forecast Accuracy 
100 
80 
60 
40 
20 
0 
20 40 60 80 100 120 140 160 180 
FORECAST ACCURACY 
QUOTA ATTAINMENT (%)
Look for opportunities to use screenshots 
from the reports and dashboards your team 
can run from Salesforce.com to save ...
Current Quarter Portfolio 
7 
6 
5 
4 
3 
2 
1 
0 
0 30 60 90 
SALES STAGE 
PROJECTED CLOSE DATE
Pipeline Quality (current quarter) 
7 
6 
5 
4 
3 
2 
1 
0 
0 90 180 270 
SALES STAGE 
OPPORTUNITY AGE 
Average Win Cycle
Pipeline Analysis: Customer Mix 
NEW 
52% 
RENEWALS 
36% 
EXISTING 
12%
Additional Management Slides 
Management Template 
• Team Attainment 
• Team Goals 
• Force Ranking 
• Pipeline Summary 
•...
QUARTERLY BUSINESS REVIEW 
- Channels & Alliances - 
Q2 | NAME | TERRITORY
Channel KPIs 
0 1 2 3 4 5 6 
Reference Accounts 
New Logos 
Forecast vs. Quota 
3x Pipeline 
Lead Generation 
Web Traffic ...
Partner Sales (Year-to-Date) 
- 20,000 40,000 60,000 80,000 100,000 120,000 
Partner 4 
Partner 3 
Partner 2 
Partner 1 
Y...
Case Study Direct vs. Channel 
0 1 2 3 4 5 6 
Total Sales Cycle 
Active Sales Cycle 
Margin 
Forecast Accuracy 
Total Cost...
Opportunity Timeline <Account> 
JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC 
Timeline Title 
1. Prospec 
t 
2. Qualify...
Partnership Building 
Autonomous 
Selling 
Co-Selling 
Order Fulfillment 
Technical Training 
Lead-Sharing 
Logo 2 
Logo 1...
Partner Success Factors Force Rank Survey 
0 1 2 3 4 5 
Sales Support 
Demand Generation 
Joint Marketing 
Industry Soluti...
New Accounts by Industry 
0 1 2 3 4 5 6 
Finance 
Retail 
Insurance 
Consulting 
Target 
Wins
Additional Channel Slides (included) 
Channel Template 
• Partner Alignment 
• 4-Quarter Track Record 
• Partner Score Car...
Instant Access 
www.EnterpriseSalesOperations.com
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High Tech Quarterly Business Review Template

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Maximize the value of your next Quarterly Business Review with this 60-Slide Library. Optimized for Enterprise Software and SaaS by Enterprise Sales Operations.
Free download available at www.EnterpriseSalesOperations.com

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High Tech Quarterly Business Review Template

  1. 1. QUARTERLY BUSINESS REVIEW Q1 | NAME | TERRITORY
  2. 2. 4 QBR Templates 1. Sales – Business Development – General Sales, SaaS, Major Accounts 2. Sales Management 3. Channel Sales 4. Monthly Operations Review (12/2014) EnterpriseSalesOperations.com ESO Content Library Download Area (Click Icon above)
  3. 3. 4-Quarter Track Record 120 110 100 90 80 70 60 50 Q2 Q3 Q4 Q1 Sales Rep Name Sales Rep Quota Team Average
  4. 4. Opportunity Creation 30 25 20 15 10 5 0 Q2 Q3 Q4 Q1 New Opportunities MQLs Received SQLs Received
  5. 5. This a “Library” of slides. For your Quarterly Business Review template, choose the slides that will keep the conversation focused on what is most important to your business right now. Mix and Match however you like.
  6. 6. Revenue (YTD) $1,999,000 + 10% Goal Pipeline (CQ) $1,999,000 + 10% Goal Bookings (YTD) 5 new customers + 20% Goal Forecast (CQ) $1,999,000 + 10% Goal Leads (SQL) 40 leads - 15% Goal Pipeline (NQ) $1,999,000 + 10% Goal Dashboard
  7. 7. Pipeline Coverage 4,000 3,500 3,000 2,500 2,000 1,500 1,000 500 - 1 2 3 4 5 6 7 8 9 10 11 12 F Pipeline Forecast
  8. 8. Q1 2014 Pipeline Health Current Quarter Pipeline Account Stage Amount Close Date Key to the Deal Q1 2015 Forecast Opportunities $100,000 June 30 Total Q1 2015 Forecast $1,000,000 Account Stage Amount Close Date Key to the Deal Q1 2015 Upside Opportunities Total Q2 2015 Upside $1,000,000
  9. 9. Account Name Stage: 1 Overview Compelling Event Competition Key Differentiator Decision Makers Steps to Close Risks Resources Needed
  10. 10. Opportunity Timeline <Account> JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC Timeline Title 1. Prospec t 2. Qualify 3. Discove r 4. Propose 5. Close Verifiable Outcome 1 Verifiable Outcome 2 Verifiable Outcome 3 Verifiable Outcome 4
  11. 11. Clean format enables drag and drop conversion into your company PowerPoint Template.
  12. 12. Opportunity Score 100 75 50 25 0 OPPORTUNITY SCORE Sales Cycle Project Profile Account Profile
  13. 13. Pipeline Analysis: Product Mix PRODUCT 1 29% PRODUCT 2 SERVICES 30% PRODUCT 3 17% 24%
  14. 14. Additional Sales Slides (included) Sales Template • Transition Slides • Opportunity Next Steps • Next Quarter Deals • Steps to Close • Competitive Analysis • Voice of the Customer • SWOT Analysis 22-Slide Library • Win-Loss Review • Customer Mix • Channel Mix • Pipeline Quality • Key Sales Initiatives
  15. 15. QUARTERLY BUSINESS REVIEW - Sales Management - Q2 | NAME | REGION
  16. 16. Forecast Accuracy 100 80 60 40 20 0 20 40 60 80 100 120 140 160 180 FORECAST ACCURACY QUOTA ATTAINMENT (%)
  17. 17. Look for opportunities to use screenshots from the reports and dashboards your team can run from Salesforce.com to save time.
  18. 18. Current Quarter Portfolio 7 6 5 4 3 2 1 0 0 30 60 90 SALES STAGE PROJECTED CLOSE DATE
  19. 19. Pipeline Quality (current quarter) 7 6 5 4 3 2 1 0 0 90 180 270 SALES STAGE OPPORTUNITY AGE Average Win Cycle
  20. 20. Pipeline Analysis: Customer Mix NEW 52% RENEWALS 36% EXISTING 12%
  21. 21. Additional Management Slides Management Template • Team Attainment • Team Goals • Force Ranking • Pipeline Summary • All Sales Slides 26-Slide Library • Win-Loss Review • Customer Mix • Channel Mix • Pipeline Quality • Key Sales Initiatives • Win-Loss Review • Next Quarter Deals • Steps to Close
  22. 22. QUARTERLY BUSINESS REVIEW - Channels & Alliances - Q2 | NAME | TERRITORY
  23. 23. Channel KPIs 0 1 2 3 4 5 6 Reference Accounts New Logos Forecast vs. Quota 3x Pipeline Lead Generation Web Traffic Training Sessions Target Actual
  24. 24. Partner Sales (Year-to-Date) - 20,000 40,000 60,000 80,000 100,000 120,000 Partner 4 Partner 3 Partner 2 Partner 1 YTD Sales
  25. 25. Case Study Direct vs. Channel 0 1 2 3 4 5 6 Total Sales Cycle Active Sales Cycle Margin Forecast Accuracy Total Cost of Sale Direct Channel
  26. 26. Opportunity Timeline <Account> JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC Timeline Title 1. Prospec t 2. Qualify 3. Discove r 4. Propose 5. Close Verifiable Outcome 1 Verifiable Outcome 2 Verifiable Outcome 3 Verifiable Outcome 4
  27. 27. Partnership Building Autonomous Selling Co-Selling Order Fulfillment Technical Training Lead-Sharing Logo 2 Logo 1 Logo 3 Joint Value Proposition Logo 4
  28. 28. Partner Success Factors Force Rank Survey 0 1 2 3 4 5 Sales Support Demand Generation Joint Marketing Industry Solutions Margins Importance <my company> Rank the factors that most impacted our partnership over the past 90 days
  29. 29. New Accounts by Industry 0 1 2 3 4 5 6 Finance Retail Insurance Consulting Target Wins
  30. 30. Additional Channel Slides (included) Channel Template • Partner Alignment • 4-Quarter Track Record • Partner Score Card • Competitive Analysis • Partner Comparison • Voice of the Partner • Program Summary • Channel Initiatives 20-Slide Library • Win-Loss Review • Customer Mix • Channel Mix • Pipeline Quality • Key Sales Initiatives • Win-Loss Review • Next Quarter Deals • Steps to Close
  31. 31. Instant Access www.EnterpriseSalesOperations.com

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