December 16, 2021

3 Common QBR Pitfalls

Internal Quarterly Business Reviews (QBRs) are meetings to explore the results of a given quarter by aligning the team. QBRs provide execs with the opportunity to review the results of a past quarter, discuss current challenges and opportunities and align the team. Too often, QBRs are something to mark off a list, so they come off meaningless and uninspiring.

Pitfalls of QBRs

While QBRs are a great opportunity to align teams, they also can come with certain pitfalls or challenges.

Inconsistent Formats

Some organizations tackle QBRs with a wild west approach, leaving all details to the individual managers. Not having a framework means that each team has its process and style for the meetings. While leaders can certainly have their preferences and styles, inconsistent execution makes reporting results to the larger team challenging.

Roll-Up Reporting 

For some orgs, QBRs serve the purpose of reporting upward to management instead of holding purposeful conversations with actionable steps. With this format, the process typically spans multiple weeks and becomes more exhausting than helpful.

Only Retrospective

In these QBR styles, teams look back at the previous quarter, present outcomes and leave it there. There is little to no forecasting or planning for progress throughout the quarter and beyond. In retrospective QBRs the only questions typically asked are: What happened and why?

Alternative Ways to Reframe QBRs

A QBR needs to be meaningful and should provide a holistic view of the health of the revenue teams. To ensure your next QBR is not just a verbal report card, consider the below strategies.

Shift QBR to virtual

It can cost a pretty penny to gather the entire team in one location. Shifting to virtual meetings alleviates some of the financial burdens.

Holding virtual QBRs involves the entire team, including those in the field, not just director level and above executives.

A few benefits of virtual QBRs:

  • Accessibility for broader team to engage with colleagues in other locations
  • Inclusive workplaces for those who are unable to travel
  • Real-time information sharing
  • Increased productivity, visibility and efficiency

Develop consistent best practices across teams

Uncovering the same information across teams comes from developing consistent best practices. A uniform approach allows for teams to collaborate and solve problems during the QBR. However, it should not be incredibly process intensive.

Blend content that helps progress

To guarantee that looking at the past performance provides a meaningful path forward, consider blending the best of an internal QBR with a kickoff event. Kickoffs are significant to align the team as well as give an avenue for team building.

Think about deploying these kickoff strategies in your QBRs:

  • Peer-led sessions
  • Team alignment
  • Essential education

For more on these tactics and other strategies, download our Reframing Internal QBR guide here

We understand that each company's business reviews and needs are different. But we hope this sparks some conversation and ideas as you begin to plan for your next QBR. Our team would love to be part of your virtual aspect. Reach out to us today!