When sales managers and reps are aligned on these three questions, the manager has the appropriate level of confidence in the rep’s plan ... and the rep is ready to execute. The best reps don’t wait until their QBR to start planning. They are constantly refining their plan, treating QBRs as regular snapshots where they present status and get valuable feedback.

QBRs should focus on 3 questions:

    • What happened last quarter?
    • Can we win this quarter?
    • How will we win?

Watch us build out the ultimate QBR dashboard to help you focus on these 3 questions. 

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Kyle Underseth
Customer Success Manager, Clari

Kyle likes things to be simple - no extra clicks, no jumping through hoops, no headaches. He has spent the last 2 years working with customers to better understand what makes the QBR process so painful and time consuming, and has worked side-by-side with them to develop ways to improve their processes. As part of the Clari Customer Success team, he’ll be sure to touch on all the things Clari customers are doing today to make their lives easier when it comes to preparing for a QBR.

Outside of work, you might find him mountain biking, rock climbing, or reading the latest book on  his list, “Barbarians at the Gate: The Fall of RJR Nabisco."

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