SAN FRANCISCO, Nov. 8, 2017 /PRNewswire/ -- Four Quadrant, the premier provider of B2B go to market strategy and tactical resources, has released its latest marketing resource – the Quarterly Business Review (QBR) Presentation.
Each year thousands of sales managers at B2B companies hold Quarterly Business Reviews for hundreds of thousands of direct and indirect sales reps that they manage over the course of a day or several days. Unfortunately, many field sales reps (FSRs), inside sales reps (ISRs) and channel sales reps (CSRs) do not have the time to develop an effective Quarterly Business Review Presentation. They often fail to fully explain the status of their named accounts or territory, the current state of their sales pipeline, their sales strategies and what they need to deliver the financial outcomes thtat are expected of them.
The purpose of a Quarterly Business Review (QBR) Presentation is for sales reps (FSRs, ISRs, CSRs and ISRs) to ensure alignment with the organization's overall sales goals and objectives.
An effective Quarterly Business Review Presentation should:
- Illustrate the sales person's geographical opportunity
- Document the specific sales strategies needed to exceed quota
- Summarize the worst, planned and best case revenue scenarios for the quarter
- Highlight what non-selling activities should be off-loaded to increase selling time
- Document how a sales rep can create a predictable managed, repeatable sales process that will consistently meet or exceed quota
According to Peter Buscemi, Managing Partner and founder of Four Quadrant LLC, "Some sales reps and sales managers think of a Quarterly Business Review as a detailed account review of each and every account. That approach may work but is most often associted with sales teams that achieve about 80% of quota. In contrast, sales reps and sales management teams that view the Quarterly Business Review process as an opportunity to align goals, gain support for sales strategies, solve issues, improve processes and gain additional resources are the sales teams that meet or exceed quota." Buscemi further states that the QBR Planning process must include all go to market resources that support and feed the sales process: field marketing, demand generation, marketing operations, product marketing, sales enablement, presales, sales operations and executive support. "The QBR presentation must flow from the overall goals and objectives for sales, and then cascade down to specific strategic account plans to penetrate and expand each targeted account," he explains.
About Four Quadrant
Four Quadrant was founded by Peter Buscemi, a seasoned CMO with three decades of experience spanning start-ups to Fortune 500 companies in addition to advising portfolio companies and teaching at the executive MBA level. The sole mission of Four Quadrant is to provide B2B go-to-market resources for sales executives and marketers to effectively develop go to market strategies and execute go to market tactics.
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SOURCE Four Quadrant LLC