Quarterly business review
Key points to remember
Discussion topics
(sent in advance)
• 1-on-1 meeting in lieu of a
ride-a-long
• Provide feedback
throughout year – shouldn’t be
any surprises during review
• Provide rep with Discussion
topics to
minimize surprises
• Allow for an open forum
• Prepare specific examples for
providing feedback
• Provide opportunity for rep
questions and upward
feedback
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Manager Sales Plan
o Review territory and
sales rep goals
Dashboards
Account/Prospect Plans
Customer Retention
Pipeline
Rep calendar
Ride along follow-up
Rep personal
development goals
Executing a quarterly business review
TOPIC
PURPOSE
TOOLS
• Confirm / reinforce direction and strategy
• Review plan for effectiveness; adjust as
needed
• Collaborate on plan and confirm buy in
• Manager sales plan
• MGRDB 1 and monthly sales
meeting workbook
• Manager sales plan
Performance
Management
• Identify performance indicators to frame dialogue
• Understand customer and market challenges
• Discuss / align on areas of success / improvement
• MGRDB1, SRDB 1,2,3
• SFDC customer accounts/plans
• Manager sales plan
Account
Management
• Determine if top 10 accounts are delivering targets
• Evaluate execution and impact of account plans
• Confirm alignment on territory and company goals
• SRDB 2
• Account plan scoring template
• Account plan scoring template
Customer
Retention
• Identify lost or shrinking accounts (develop plans)
• Analyze case management
• Evaluate customer survey initiatives
• SRDB 3
• SRDB 3
• Survey review (annual)
Manager Sales
Plan
Executing a quarterly business review
TOPIC
Customer
Acquisition
Activity
Management
Ride-a-long
Visits
Personal
Development
Goals
PURPOSE
• Lead conversions to opportunities
• Review opportunity pipeline
• Evaluate prospecting progress
TOOLS
• SFDC leads review (success rate)
• SRDB3
• Account plan scoring template
• Confirm expectations are understood
• Manager sales plan
• Validate calendar us as planning and reporting tool
• SFDC calendar
• Document strengths and weaknesses for improvement • Manager sales plan
• Review documented visits
• Confirm follow through on deliverables
• Document progress and next steps
• SFDC calendar
• SFDC calendar / Discussion
• Manager sales plan
• Measure progress
• Evaluate effectiveness (ROI)
• Determine next steps for continued improvement
• Manager sales plan
• Manager sales plan