February 3, 2022

Execute Better Team QBRs With These 4 Strategies

Aligning a team several times throughout the year is essential for growth. For some reason in the virtual world when it comes to important meetings, leadership just reports out in a super unengaging way.

Most companies host internal quarterly business reviews to align their teams. However, the Filo.co team has witnessed many execs not knowing how to host these meetings meaningfully. Below are a few strategies to help with the virtual execution of internal QBRs.

Develop best practices across teams

The QBR should be a place for the team to collaborate and solve problems. But to do that effectively, there should be some consistency in the formatting across teams. Although the quarterly meetings should be formulaic, they shouldn’t be too process intensive.

Ensure teams have a sufficient amount of time (or even days) for the team to work through complex problems. It's essential to structure the meetings to help them bridge those issues to the top executives.

Blend content that helps progress

QBRs should not only be retrospective. Teams should also look forward and strategize ways to enable the team to progress or adapt.

Consider blending the best of an internal QBR with a mini-kickoff event. Kickoffs are significant events to align the entire organization as well as give an opportunity for team bonding.

Think about deploying these kickoff strategies in your QBRs:

  • Peer-led sessions: It's vital not to rely on one-way communication without building engagement and connection with peer-to-peer learning. Peer-led sessions allow for interaction, real-world applicability and connection. Most often, people learn from those that have been on similar journeys as them. These sessions also allow for your team to spotlight those that are accelerating in their roles. Find more on peer-led interactions here.
  • Team alignment: It can be compelling to dedicate time to meet as individual units to pinpoint success and troubles. Teams can review their quarter's performance or align on their own goals for the quarter to come. Executives can jump into these tighter group conversations and deep dive into what matters with that particular team or participate in a much more personal way. See how Yext aligned their distributed team.
  • Essential education: Preparing your team with tactical skills, product knowledge, and know-how is the way to success. Deploy hands-on practice or discussion; this is also an excellent opportunity to build cross-functional collaboration by bringing specific roles (i.e. AEs, SDRs, BDRs, Sales Engineers, etc.) together for education or certification.

Focus on engagement throughout

Holding a virtual QBR has ample opportunities for engagement. Getting the team involved will make them more energized about what's to come.

  • Pre-QBR: Deploy a survey to gain feedback on the desired QBR format and length or to pose questions to speakers and execs.
  • During QBR: Content should be a mix of business presentations and social elements. Utilizing a virtual meeting platform lets different areas for presentations and fun gatherings like happy hours.
  • Post-QBR: It's best to map out the next steps for the upcoming quarter. By having all assets (i.e.notes and decks) in one location, people can keep the conversation going—a great way to keep everyone involved.

Plan smaller meeting segments

No one wants to sit in a Zoom for hours, simply listening to someone speak. Consider having each presentation range between 30 minutes to one hour, setting enough time aside for collaboration.

It's also important not to drag the review meetings over multiple days. We have seen the sweet spot for virtual QBRs to be four-hour meetings over two days. This meeting cadence allows the sales team to be motivated and align on tactics to close.

Interested in more Filo.co insights on internal QBRS? Download the ​​Reframing Internal QBRs Strategies to Align & Connect Your Sales Team guide.