Effective Quarterly Sales Reviews focus on learning from reality, developing sellers, and identifying key actions and metrics to achieve desired results moving forward. They also follow these principles:
- Do not require massive input of information.
- Use short templates and focus the conversation only on the most important elements.
- Focus on supporting and helping the seller vs. being a ‘check-the-box’ judgment or interrogation session.
- Don’t waste time reviewing past deal details; instead, focus on what can be learned from the past quarter:what to replicate and what to improve or stop doing.
- Emphasize seller development and strategy vs. in-depth discussions of how we are going to win specific deals. Save account deep dives for separate top deal reviews.
- Emphasize skill and knowledge development and continuous reinforcement with the help of monthly reviews. To increase buy-in and focus, It’s important to tie the skills to critical metrics and only focus on two skills per quarter.
We created the following template to help you run effective, productive QSRs.