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.

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?