QBR Preparation Checklist

Work through every section before your Quarterly Business Review. Track your progress, print the checklist, and walk into your QBR fully prepared.

Overall progress

0/20 items completed

Getting Started

• Pull current quarter pipeline numbers from CRM
• Compile win/loss summary with reasons
• Calculate revenue vs target (gap or overachievement)
• Review key deal outcomes and lessons learned
• Gather competitive landscape updates

Team Performance

• Review individual rep quota attainment
• Pull activity metrics (calls, emails, meetings per rep)
• Summarize coaching notes and development themes
• Document new hire ramp progress and milestones

Strategic Review

• Identify market changes or emerging trends
• Review product updates and roadmap items relevant to pipeline
• Syntheise top customer feedback themes
• Document process improvement opportunities identified

Presentation Prep

• Draft executive summary slide
• Build key metrics dashboard (pipeline, ARR, attainment)
• Review and close out action items from last QBR
• Define next quarter priorities and success metrics

Stakeholder Prep

• Pre-align with direct manager on key messages
• Gather input from team leads before the session
• Prepare asks and resources needed for next quarter

All done! You are fully prepared for your QBR. Good luck - you have done the work.

Questions about QBR preparation

How far in advance should I start QBR preparation?

Start at least two weeks before the QBR. Data collection takes longer than expected - especially pulling clean win/loss analysis and rep-level performance data. One week is rarely enough time to do it well.

What are the most commonly skipped QBR prep items?

Teams most often skip pre-aligning with their manager, closing out last quarter's action items, and preparing specific asks. These three omissions are responsible for most QBRs that feel unproductive or unfocused.

How does Airspeed help with QBR prep?

Airspeed automatically surfaces the data you need for QBR prep - pipeline numbers, deal outcomes, coaching notes, rep performance patterns, and customer feedback themes - all synthesised from call recordings without manual data entry.

How long should a QBR presentation be?

Aim for 60-90 minutes with a clear agenda. Split it roughly: 30% backward-looking (what happened), 40% forward-looking (priorities and plan), and 30% discussion and alignment. Avoid spending the entire session on past performance.