Understanding the KPIs that drive your business, like number of deals, average deal size, win rate and sales cycle, you can benchmark your team’s performance, on an aggregate and individual basis.
You need real-time visibility into the actual and historical KPIs, and an understanding of how these are evolving over time. Identify the data that matters in your Salesforce CRM and derive the KPIs for each seller and sales team. Use descriptive insights to improve coaching and inform strategy.
Sales meetings should focus on issues arising from what is changing in your 'Must Win' deals, managing risk to short-term revenue, and seeing what has impacted your forecast. We all know that a forecast is a moving target. You need to know where you stand, real time, or else seeing the way forward is nearly impossible.
Every week you need to plot a roadmap from your current position to your future destination, aware of the pitfalls along the way. Signposts along the way will provide guidance on how to get back on track and increase your chances of success.
Unless you have a healthy pipeline, your sales business is in trouble. The strength of the pipeline is one of the most critical indicators of future performance. A regular, monthly pipeline review will ensure the health of the business going forward.
View your team’s achievement against pipeline goals, the status of each pipeline stage, and the movement in and out of the funnel. Evaluate the opportunities in Salesforce, looking through the lens of pipeline health, and dig into each seller’s pipeline performance. Highlight where there are risks and get descriptive insights to inform coaching actions.
The value in regular QBRs is the insight it gives into past performance, to drive change in process or behavior, and to improve next quarter’s performance.
Unless you have an effective rear-view mirror to assess what happened in the previous quarter, you will be exposed at your QBR. You won’t have the insights to learn from past experiences and your forward-looking view will be hazy at best.
See exactly what happened in your forecast & pipeline in the previous 90 days, by pipeline stage, what happened to each deal, and any change in value.