QBRs are held during the first month of every quarter. The goal of these sessions is to:
QBRs are held in the following months and typically are a mix of in-person and virtual formats. This is subject to change based on any outside conditions that make it unsafe for the team to travel (i.e. COVID-19).
QBRs are typically organized by region, and the agenda is determined by the Regional Directors (RDs) and/or Area Sales Managers (ASMs) for those regions. In addition, Quarterly Sales Leadership QBRs will be held following the regional QBRs.
ENT Sales QBRs
COMM Sales QBRs
Channel & Alliances QBRs
QBRs include account teams, leadership, and delegates from across the business:
The purpose of notes is to capture meaningful insights that come out of the conversation during a QBR - questions and answers, feedback, asks, etc. Do not capture verbatim notes or data that is already documented on a slide. The video recording of the meeting will show the slides.
Q: Who should take notes?
A: If you are attending as a delegate, please note that it is part of your responsibility to contribute to note-taking in the QBR.
Q: What specific information should the delegate capture?
A: In order to serve as an active participant in QBRs, there is no need to take verbatim notes during the sessions.
Q: How will the rest of the information be captured?
A: All QBR hosts are required to record their sessions and provide a link to the recording for the rest of the team and company to access. This reduces the need to take verbatim notes.
QBRlabel to ensure they’re categorized appropriately for review.
All new QBR request to the Sales Operations team are tracked and managed as issues within the Sales Operations Project. The Field Ops QBR Requests board tracks the status of these Issues.
If you need more immediate attention please send a message with a link to the issue you created in the
#sales-support Slack channel.
SalesOps::New_Request, which should be auto-assigned if the template was used. Note these should still be unassigned.
SalesOps::Triagewhere they are triaged to the correct Sales Ops team (Sales Ops, CS, Deal Desk, Sales Systems), who will determine if there is adequate detail to plan and prioritize the work.
SalesOps::Backlog- For future scheduling, sequencing, or implementation.
SalesOps::Transferred- Issues related to teams other than Sales Ops.
SalesOps::Assigned- for urgent requests or quick-wins.
SalesOps::Declined- in some cases Sales Ops may directly decline the request.
SalesOps::Assigned- Issue is assigned to a team member and being executed.
SalesOps::Declined- If the backlog issue can no longer be accommodated, no longer makes sense to do, etc. it should be moved to declined, and then closed.
SalesOps::Completed, and then closed.
Below is a sample roll-out of the QBR planning and execution process that is followed each quarter. This process is subject to change based on sales leadership feedback and priorities. If you have questions, please reach out to #field-enablement-team on Slack.