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Quarterly business review. Key points to remember 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

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quarterly business review
Quarterly business review
  • Key points to remember
  • 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
  • Discussion topics
  • (sent in advance)
  • Manager Sales Plan
    • 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
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

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

  • SRDB 2
  • Account plan scoring template
  • Account plan scoring template
  • Determine if top 10 accounts are delivering targets
  • Evaluate execution and impact of account plans
  • Confirm alignment on territory and company goals

Customer Retention

  • SRDB 3
  • SRDB 3
  • Survey review (annual)
  • Identify lost or shrinking accounts (develop plans)
  • Analyze case management
  • Evaluate customer survey initiatives
executing a quarterly business review1
Executing a quarterly business review

TOPIC

PURPOSE

TOOLS

Customer Acquisition

  • Lead conversions to opportunities
  • Review opportunity pipeline
  • Evaluate prospecting progress
  • SFDC leads review (success rate)
  • SRDB3
  • Account plan scoring template

Activity Management

  • Confirm expectations are understood
  • Validate calendar us as planning and reporting tool
  • Document strengths and weaknesses for improvement
  • Manager sales plan
  • SFDC calendar
  • Manager sales plan

Ride-a-long Visits

  • SFDC calendar
  • SFDC calendar / Discussion
  • Manager sales plan
  • Review documented visits
  • Confirm follow through on deliverables
  • Document progress and next steps

Personal Development Goals

  • Manager sales plan
  • Manager sales plan
  • Measure progress
  • Evaluate effectiveness (ROI)
  • Determine next steps for continued improvement