What is a Quarterly Business Review?

For a business to have long term growth and success, it needs to accurately keep track of its progress. That's where the quarterly business review comes into play. A quarterly business review (QBR) is a tool used by companies to analyze their performance, identify areas for improvement, and align their goals for the future.

Stick around until the end for a FREE quarterly business review template–and to sign up for a 3 part webinar series to go over how to fill it out and become a quarterly business review pro!

Top Purposes of a Quarterly Business Review 

Watch the full video series: RevOps MBA - with Brian Kreutz

Assessing Performance and Identifying Opportunities

A quarterly business review provides a platform for businesses to evaluate their performance over a specific period (typically 3 months). Analyzing key metrics and comparing them to pre-established goals helps organizations to identify areas of success, identify challenges, and make informed decisions for future strategies. 

Collaboration and Aligning Goals

Quarterly business reviews encourage collaboration by bringing together representatives from different departments to discuss their contributions and align efforts toward shared objectives.

This cross-functional communication promotes a culture of continuous improvement, identifying inefficiencies and developing solutions that benefit the entire organization.

Achievements and Accountability

Quarterly business reviews play a crucial role in acknowledging individual and team accomplishments, boosting morale and motivation within the workplace. By highlighting achievements, businesses create a supportive environment that nurtures ongoing success. 

Setting clear objectives and key performance indicators (KPIs) instills a sense of accountability among team members, motivating them to strive for measurable results and contribute to the company's overall success.

Strengthening Stakeholder Relationships

Quarterly Business Reviews provide a forum for open dialogue and feedback, allowing companies to address concerns, share progress, and demonstrate their dedication to growth. This engagement with stakeholders, such as clients or investors, nurtures trust, loyalty, and collaboration, leading to long-term partnerships and mutual growth.

Core Components of a Successful Quarterly Business Review

Financial Metrics for Your Quarterly Business Review

Financial analysis is a critical component of any quarterly business review. It involves scrutinizing various financial metrics and statements, including balance sheets, income statements, and cash flow statements. By examining these records, businesses can discern patterns, evaluate fiscal health, and predict future performance.

Several KPIs often used in financial analysis include revenue growth, gross and net profit margins, ROI, and earnings per share. These metrics provide valuable insights into a company's financial well-being, helping to uncover potential areas for improvement and growth.

In addition, financial analysis also aids in budgeting, forecasting, and securing funding or investments.

Sales and Marketing KPIs in Your QBR

A comprehensive sales and marketing review during a quarterly business review is crucial for assessing a company's effectiveness in generating leads, driving conversions, and fostering customer loyalty. By looking into sales data, businesses can evaluate the performance of individual sales representatives, identify top-performing products or services, and assess overall sales trends.

In marketing, reviewing key metrics, such as website traffic, conversion rates, and customer acquisition costs, helps determine which strategies are working and which need reevaluation. Analyzing the success of past campaigns can reveal valuable insights into target audience preferences, enabling companies to refine their marketing efforts and maximize returns.

Also, examining customer retention rates, lifetime value, and churn rates offers a deeper understanding of customer satisfaction and brand loyalty, paving the way for improvements in customer support and engagement strategies.

Incorporating Customer Feedback in Your QBR

Customer feedback plays a pivotal role in any business's success, as it offers direct insights into the experiences, preferences, and needs of a company's target audience. By systematically gathering and analyzing customer feedback, businesses can identify areas of improvement, address pain points, and better cater to their customers' evolving expectations.

Several methods for collecting customer feedback include surveys, focus groups, online reviews, and social media interactions. Analyzing this data helps businesses understand customer satisfaction levels, pinpoint specific areas for improvement, and identify emerging trends within their industry.

Using Competitor Insights in Quarterly Business Reviews

Competitor analysis is a strategic process that involves examining the strengths, weaknesses, strategies, and market positions of direct and indirect competitors. 

Elements of a comprehensive competitor analysis include assessing competitor product offerings, pricing strategies, marketing tactics, customer experiences, and overall brand positioning. By understanding what competitors are doing well and identifying areas where they fall short, businesses can capitalize on untapped opportunities and develop a unique value proposition.

Team Performance Insights for Quarterly Business Review

Employee performance evaluations enable businesses to assess individual and team contributions, identify training needs, and recognize top performers. By evaluating employee performance on a regular basis, companies can foster a culture of excellence, motivate their workforce, and enhance overall productivity.

Performance evaluations can include quantitative and qualitative measures, such as productivity metrics, goal achievement, skill development, and teamwork. Analyzing this data helps identify top talent and potential future leaders, creating a pipeline for succession planning.

How to Put Your Quarterly Business Review Into Action

The bad news:  that was a lot of information to try to navigate through and to decide what works best for your particular company.

The good news:  RevPartners is here to help!

We’re hosting a 2 part webinar series on how to make you quarterly business review pro!

Part 1:  Building a Quarterly Business Review (Thursday, May 30th)

• We’ll be teaching you how to fill out a quarterly business review template (access yours HERE!)
• What is the data that matters and how to ensure its accuracy
• Key performance indicators every company should report on a quarterly basis
• The goal matrix and why it matters.

Session 1 recording:  HERE!

Part 2:  Presenting a Quarterly Business Review (Thursday, June 27th)

• We'll be discussing how to present the data
• Spotting trends on results and digging deeper into the “why”
• Creating the story around a quarterly business review
• Setting following quarter’s alignment on business goals

Session 2 recording:  HERE!