The world is still reeling from the slew of changes brought on by the pandemic. Yet so many of us have felt an obligation to press on, forgetting that it’s moments like these when we need to pause the most.
So take a breath, or three, and seize the opportunity for a crucial pulse check on your business. At a time like this, it’s more important than ever to perform your sales team’s business review after the quarter-end.
Your QBR relies on your business goals, which are tied to customer goals. And in the wake of the COVID-19 pandemic, your customers’ goals are guaranteed to have changed, probably more drastically than they have in a long time. Because of the importance of this particular quarterly business review, there are a few things you’ll want to make sure you’re more prepared than usual.
Tips for Your QBR in the New Normal
1. Don’t rush it. QBRs are usually done shortly after the end of the third month. Keep in mind, many people are still adjusting to the daily changes this global event is bringing forward. Your coworkers are navigating caretaking, cramped quarters and additional stress from all of this. So make sure to schedule this pivotal QBR for a time when your team agrees they can come to it well prepared.
2. Do your homework. Take the time to prepare thoroughly in advance for this particular business review. Create a checklist and make sure you have the latest QBR template to work off for the presentation so you can stay organized and knock out your business review quickly.
3. Meet with your customers first. Understanding how coronavirus has impacted each customer’s business and their goals for the near future will enable you to plan accordingly. The more you know about your customer’s business, the more realistic your business review goals will be for the next quarter. Which means you can set your team up for realistic, tactful success.
4. Keep the agenda focused. With uncertainty still on the horizon, it’s important to keep your QBR goals aligned and tight so that progress is clearly demonstrated and there is little to question.
Use This Chance
Your upcoming quarterly business review is an opportunity to level-set internally and with customers. But above all, it’s the opportunity to share and listen to the people your business relies on. Being prepared for a real conversation, whether it’s about metrics, budget, or the struggles of working from home in this new normal, is what customers and colleagues will appreciate the most.