Free Quarterly Business Review (QBR) Cheat Sheet
This Cheat Sheet for RevOps helps you plan and execute a successful QBR.It covers:
- Common Challenges, Solutions, & Best Practices
- Preparation & Execution
- Metrics to track
- Role of RevOps
- Types of QBRs
.avif)
"With Weflow, we’re now capturing all relevant activities and have full transparency into the performance of each sales rep. It’s a game changer."
%201.svg)
"Weflow gives us better visibility and predictability of our business."
"Weflow eliminated the need for our VP to ask, ‘Did you follow up with that deal?’. It tracks customer interactions automatically, creating a framework that drives accountability across the team."
"None of the other tools gave us a solution like Weflow. From the beginning, we had a really smooth process."
.webp)
"I had a first introductory call with Weflow. I think I was sold after 15 minutes. There’s no question that the people at Weflow understood the problems that we were trying to solve."
"I’ve worked with Gong before, but Weflow’s simplicity and real-time sync are game-changing."
.webp)
"We use Weflow to auto-capture activity data, run deal reviews, and analyze our pipeline to inform our forecast. Being able to spot deal risks early has improved win rates and pipeline health."
.svg){kind=icon}
.svg){kind=icon}
.svg){kind=icon}
.svg){kind=icon}
.svg){kind=icon}
What's Inside
QBR operating models
- Three distinct QBR formats covered: internal Sales, internal Customer Success, and external customer-facing reviews
- Recommended timing for each format, with internal QBRs run 10-14 days after quarter close and external QBRs quarterly or semi-annually
- Defined content, participant lists, and expected outcomes spanning quota attainment, pipeline health, at-risk accounts, and customer ROI
RevOps responsibilities in the QBR
- RevOps owns the data layer: pipeline trends, deal velocity, win/loss insights, quota attainment, customer health, and expansion signals
- Process mandate to surface sales-cycle bottlenecks, validate CRM and revenue data, and benchmark performance against historical or industry baselines
- Accountability role covering action item capture, cross-functional alignment across Sales, Marketing, and CS, and surfacing training or handoff gaps
QBR execution framework
- Build sequence covering a four-part agenda, metric definition, data pulls from trusted systems, trend analysis, and pre-reads sent at least three days out
- Core metrics defined with formulas and rationale: NRR, GRR, pipeline coverage, win rate, sales cycle length, renewal rate, churn, and health score
- Meeting discipline rules including stating must-hit numbers up front, one owner per action item, hard deadlines, and a one-page summary slide
Daniel Schemmert
Daniel Schemmert is the Head of Growth at Weflow, where he's built the GTM engine from scratch. He spends valuable time talking to RevOps leaders about how they run pipeline, forecasting, and Salesforce. He's also the co-founder of RevOps Chat, the Slack community where 1,000+ RevOps practitioners share what's actually working inside their revenue orgs.
Go Deeper
How to Run a QBR That Improves Forecast Accuracy
#83 Becoming strategic in RevOps with our cheat sheet - with Janis and Philipp
Free RevOps Metrics & Benchmarks Cheat Sheet
Frequently asked questions
What's the difference between a Sales QBR, a Customer Success QBR, and an External Customer QBR — and do we need to run all three?
They serve different audiences and answer different questions: the Sales QBR looks at quota attainment, pipeline health, and win/loss trends internally; the CS QBR focuses on renewals, at-risk accounts, and expansion pipeline; the External QBR is a customer-facing meeting where you demonstrate ROI and align on their goals for the next quarter. You don't have to run all three on the same schedule — the cheat sheet notes that External QBRs can be quarterly or semi-annual depending on your business. Start with whichever one your team currently runs worst, and build from there.
What data do I actually need to pull before I can run a useful QBR?
At minimum, you need quota attainment by rep and team, pipeline coverage ratio, win/loss data, NRR, GRR, churn rate, and renewal rate — all sourced from your CRM and any revenue intelligence platform you're running. The cheat sheet also calls out MQL-to-SQL conversion and customer health scores as inputs worth pulling in from marketing and CS systems. Clean the data before the meeting — bad numbers in a QBR erode trust fast, and the cheat sheet explicitly flags a data hygiene step as part of prep.
How far in advance should RevOps be preparing for a QBR, and when should materials go out?
The cheat sheet sets the QBR window at within the first 10–14 days after quarter close for both Sales and CS QBRs, which means your data pull and analysis work needs to start on day one of the new quarter. Pre-read materials should go out at least three days before the meeting — that's a hard floor, not a suggestion. If you're waiting until the day before to share the deck, you're setting up a reactive meeting instead of a strategic one.
Which metrics should RevOps actually present in the QBR versus just having available as backup?
Lead with the metrics that directly answer "did we hit our number and why" — revenue growth, quota attainment rate, pipeline coverage, and win rate. NRR, GRR, churn rate, and renewal rate belong front and center if CS is in the room. The cheat sheet warns against metric overload, so keep the main presentation to the handful of numbers that drive decisions, and hold the rest in a backup slide or dashboard you can pull up if a specific question comes up.
How do I know if the action items coming out of our QBR are actually good ones versus just a list that gets ignored?
Good action items have three things attached: a named individual owner (not a team), a specific deadline, and a measurable success criterion — for example, "Sales leader improves pipeline coverage to 3x by end of week six" rather than "improve pipeline." If you can't write a KPI next to the action item, it's not specific enough to track. The cheat sheet recommends a follow-up cadence like monthly check-ins or a mid-quarter mini QBR to keep owners accountable between quarters.
What role should RevOps actually play in the QBR — are we running it, presenting in it, or just building the slides?
RevOps should be in the room as a data and process contributor, not just the team that builds the deck and hands it off. The cheat sheet lays out four specific RevOps responsibilities: presenting pipeline and forecasting analysis, identifying process bottlenecks, supporting deal strategy with data on pricing and discounting trends, and owning post-QBR action item tracking. If RevOps is only doing slide prep, you're leaving the most valuable part of the role — accountability and follow-through — on the table.