Business reviews provide a great opportunity to demonstrate value to your clients. Are you leveraging this face-time opportunity? Listen to this show and find out.
Business reviews provide a wonderful opportunity to demonstrate value to your clients. Are you leveraging this “face-time” opportunity? Listen to this show and find out.
It’s commonplace in many industries to conduct business reviews with clients on a quarterly basis…thus, the acronym QBR. Here’s how these are commonly done.
The sales person runs reports and puts together a one-inch thick book of every client data point imaginable. Then, he creates a powerpoint presentation with these data points shown on the big screen in the QBR.
As the sales manager, ever look across the table at your client during these? They’re doing bird dips… You, know falling asleep!
The meeting ends and everyone high-fives, but a great opportunity to demonstrate value has been wasted. Today’s business executives expect more from you…that is if you expect to be seen as a partner. They don’t just want data! They want you to synthesize the data. They expect you to analyze it and come to the meeting asking questions about trends and anomalies.
Use these meetings to show that you are paying attention to their business, not just running data reports. Think of it this way… If they could read the book and get the same information without being in the meeting, what value are you really providing?
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.