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

1. QUARTERLY BUSINESS REVIEW
Q1 | NAME | TERRITORY

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. 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. Opportunity Creation
30
25
20
15
10
5
0
Q2 Q3 Q4 Q1
New Opportunities
MQLs Received
SQLs Received

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. 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. 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. 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. Account Name Stage: 1
Overview
Compelling Event
Competition
Key Differentiator
Decision Makers
Steps to Close
Risks
Resources Needed

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. Clean format enables drag and drop
conversion into your company PowerPoint
Template.

12. Opportunity Score
100
75
50
25
0
OPPORTUNITY SCORE
Sales Cycle
Project Profile
Account Profile

13. Pipeline Analysis: Product Mix
PRODUCT 1
29%
PRODUCT 2
SERVICES
30%
PRODUCT 3 17%
24%

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. QUARTERLY BUSINESS REVIEW
- Sales Management -
Q2 | NAME | REGION

16. Forecast Accuracy
100
80
60
40
20
0
20 40 60 80 100 120 140 160 180
FORECAST ACCURACY
QUOTA ATTAINMENT (%)

17. Look for opportunities to use screenshots
from the reports and dashboards your team
can run from Salesforce.com to save time.

18. Current Quarter Portfolio
7
6
5
4
3
2
1
0
0 30 60 90
SALES STAGE
PROJECTED CLOSE DATE

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. Pipeline Analysis: Customer Mix
NEW
52%
RENEWALS
36%
EXISTING
12%

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. QUARTERLY BUSINESS REVIEW
- Channels & Alliances -
Q2 | NAME | TERRITORY

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. 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. 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. 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. Partnership Building
Autonomous
Selling
Co-Selling
Order Fulfillment
Technical Training
Lead-Sharing
Logo 2
Logo 1
Logo 3 Joint Value Proposition Logo 4

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. New Accounts by Industry
0 1 2 3 4 5 6
Finance
Retail
Insurance
Consulting
Target
Wins

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. Instant Access
www.EnterpriseSalesOperations.com