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Sales Development QBR Template

Ralph Barsi
Ralph Barsi
Ralph BarsiVP, Global Inside Sales at Tray.io

This template will help Sales Development Reps (also known as SDR's, BDR's, SR's, EBR's, or ISR's) prepare strong quarterly business reviews. It includes examples of important areas to cover in a one-hour QBR presentation.

Sales Development QBR Template

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NAME OF YOUR TERRITORY
QUARTERLY BUSINESS REVIEW
Q3 FY16
Your Name
Your Title
AGENDA
Review of Q2
Approach for Q3
Recommendations
1
2
3
REVIEW OF Q2
We made great progress in the territory, and branded the company well.
Wins – Finished 102% of quota
• Notable net new opps include ACME Co ($250k ACV), & ABC Inc ($475k ACV)
• ~70% of completed meetings were with decision makers
• Finished #2 on the SDR team
Losses
• 3 of my Top 25 accounts chose competitors (Debco, Suite223, & Lerida)
• Lost 10% of my territory at start of Q4 (new personnel, scaling of team)
Findings
• 2 potential channel partners could be a good fit (Banyan Consulting & the Crespi Firm)
• Hosting business lunches in the territory helps convert prospects to opps
APPROACH FOR Q3
The SDR/AE relationship is tight, and we feel confident about the quarter.
Key Logos
• Top 25 prospective accounts are identified (based on ideal customer profile)
• Meetings already scheduled with 20% of Top 25
Competitive Landscape
• 35% of our key target accounts are using competitive products (90% up for renewal!)
• New product release expected this quarter (2nd half)
• Account Executive is a former employee of ours
Sales Intelligence
• Now using SalesLoft, InsideView, & LinkedIn to identify triggers
APPROACH FOR Q3 (cont’d)
Action Plan / Outreach
Demand Gen efforts
• 2 webinars scheduled (Month 1, Month 3)
• 2 local events scheduled (lunch in Month 1, dinner in Month 2)
• 4 new case studies, 1 new whitepaper now available for download from our site
Low-hanging fruit
• Contacting all dormant leads (last activity >60 days) – currently 294 leads
• Email/call campaign against Closed Canceled opps – currently 5 opps
• Crafting intro emails for senior execs to forward to key connections
• Attending major tradeshow in Month 2; meeting 4 key contacts at the event
Bolstering my brand
• Revamping my LinkedIn & Twitter profiles
• Attending Sales Hacker Conference (Month 1), AA-ISP chapter event (Month 3)
Daily/Weekly Cadence
• Continuing pace of 40 connects (phone) per week; 12 touches per account
RECOMMENDATIONS
Remove these obstacles, and we’ll crush it this quarter.
Marketing
• Ask an industry influencer to host our next webinar
• Produce case studies that highlight these 2 features (feature 1, feature 2)
Product
• Excited about the upcoming release; will meet 2x per month to share notes from calls
• Prospects continue to ask about our mobile platform
Senior Leaders
• Help is needed with brokering introductions to the C-level in Top 10 accounts
• Our CRO is in my territory in Month 2; coordinate a lunch with the Crespi Firm?

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Sales Development QBR Template

  • 1. NAME OF YOUR TERRITORY QUARTERLY BUSINESS REVIEW Q3 FY16 Your Name Your Title
  • 2. AGENDA Review of Q2 Approach for Q3 Recommendations 1 2 3
  • 3. REVIEW OF Q2 We made great progress in the territory, and branded the company well. Wins – Finished 102% of quota • Notable net new opps include ACME Co ($250k ACV), & ABC Inc ($475k ACV) • ~70% of completed meetings were with decision makers • Finished #2 on the SDR team Losses • 3 of my Top 25 accounts chose competitors (Debco, Suite223, & Lerida) • Lost 10% of my territory at start of Q4 (new personnel, scaling of team) Findings • 2 potential channel partners could be a good fit (Banyan Consulting & the Crespi Firm) • Hosting business lunches in the territory helps convert prospects to opps
  • 4. APPROACH FOR Q3 The SDR/AE relationship is tight, and we feel confident about the quarter. Key Logos • Top 25 prospective accounts are identified (based on ideal customer profile) • Meetings already scheduled with 20% of Top 25 Competitive Landscape • 35% of our key target accounts are using competitive products (90% up for renewal!) • New product release expected this quarter (2nd half) • Account Executive is a former employee of ours Sales Intelligence • Now using SalesLoft, InsideView, & LinkedIn to identify triggers
  • 5. APPROACH FOR Q3 (cont’d) Action Plan / Outreach Demand Gen efforts • 2 webinars scheduled (Month 1, Month 3) • 2 local events scheduled (lunch in Month 1, dinner in Month 2) • 4 new case studies, 1 new whitepaper now available for download from our site Low-hanging fruit • Contacting all dormant leads (last activity >60 days) – currently 294 leads • Email/call campaign against Closed Canceled opps – currently 5 opps • Crafting intro emails for senior execs to forward to key connections • Attending major tradeshow in Month 2; meeting 4 key contacts at the event Bolstering my brand • Revamping my LinkedIn & Twitter profiles • Attending Sales Hacker Conference (Month 1), AA-ISP chapter event (Month 3) Daily/Weekly Cadence • Continuing pace of 40 connects (phone) per week; 12 touches per account
  • 6. RECOMMENDATIONS Remove these obstacles, and we’ll crush it this quarter. Marketing • Ask an industry influencer to host our next webinar • Produce case studies that highlight these 2 features (feature 1, feature 2) Product • Excited about the upcoming release; will meet 2x per month to share notes from calls • Prospects continue to ask about our mobile platform Senior Leaders • Help is needed with brokering introductions to the C-level in Top 10 accounts • Our CRO is in my territory in Month 2; coordinate a lunch with the Crespi Firm?