# 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.