Operationalizing The Sales Quarterly Business Review

January 1st, 2018

Steve Silver

Summary

Sales quarterly business reviews (QBRs) are structured checkpoints essential for organizational alignment and execution of the go-to-market plan. Sales operations must take ownership of QBR meetings, overseeing data collection, analysis and presentation and ensuring that outcomes are recorded and tracked. Stakeholders attending the QBR must be prepared to adjust plans, make or change commitments, and agree on resources and timeframes.

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