QBR Coaching Prep Template
Quarterly Business Review preparation guide
Mandatory template for managers to complete 48 hours before any Quarterly Business Review with the coachee. Includes performance summary, coaching history, growth reflection, and 90-day coaching plan.
Purpose
Ensure coaching is data-driven and linked to career growth by requiring structured quarterly reflection on wins, misses, development progress, and next-quarter focus.
Training Enrichment
Core Insight
Structured preparation is the backbone of effective coaching, ensuring each session is grounded in data and focused on growth. A well-prepared Quarterly Business Review (QBR) transforms reflection into actionable development.
Real-World Challenge
Imagine a sales manager rushing into a QBR meeting with a top performer, only to realize they haven't reviewed the last quarter's misses in detail. The conversation becomes reactive, with the manager fumbling for feedback, and the coachee leaves feeling unsupported and blindsided. This oversight damages trust and diminishes the perceived value of coaching.
Actionable Guidance
- 1Review the coachee’s performance data 72 hours before the meeting. Focus on three key wins and misses, avoiding judgment and focusing on specific behaviors that led to those outcomes.
- 2For each miss, conduct a root cause analysis by asking 'What behavior led to this outcome?' five times to uncover deeper patterns.
- 3Identify one skill that, if improved, would have the most significant impact in the next quarter, and set a clear, measurable success metric.
- 4Draft a 90-day coaching plan that emphasizes this skill, detailing specific support actions you will take, like co-coaching sessions.
- 5If you notice a gap in data or unaddressed issues, address them directly in the next check-in meeting to prevent similar oversights.
Coaching Prompts
- ?What are the observable behaviors that led to the successes and challenges from the last quarter?
- ?How does the current performance align with the coachee's potential and the demands of their next role?
- ?What specific support can I offer to help the coachee focus on the most impactful skill for the next 90 days?
Application Drill(5 minutes)
Spend 5 minutes practicing root cause analysis on one 'miss' from the last quarter. Ask 'What behavior led to this outcome?' five times, writing down each answer.
Success Criteria:
- ✓Identify a specific behavior pattern contributing to the miss.
- ✓Develop a clear understanding of how this behavior impacts performance.
Examples
- •Sales manager preparing for quarterly review
- •Leader planning development roadmap
- •Coach structuring growth conversation
Exercises
- 1Complete all 4 sections for your next QBR 48 hours in advance
- 2Practice root cause analysis: For each miss, ask 'What behavior led to this outcome?' 5 times
- 3Identify the ONE skill focus that will drive the most impact next quarter
Tags
Related Artifacts
Expected Outcomes
- ✓Data-driven quarterly review preparation
- ✓Clear 90-day coaching focus
- ✓Objective performance assessment
- ✓Growth-oriented development plan
Content Structure
Q1: Performance Summary (Metrics)
Required Content: • 3 Top Wins (with data) • 3 Biggest Misses (with data) • Root Cause Analysis for each Miss Manager Instructions: Be objective. Do not use judgment words. Focus on observable behavior that led to the metric.
Q2: Coaching History Snapshot
Required Content: • Summary of the last 90 days • List 2-3 major ACT Action Items from the past quarter and their outcomes Manager Instructions: Identify the area where the coachee showed the most improvement as a result of a direct coaching action.
Q3: Rep Growth Reflection
Required Content: • Summary of the coachee's Talent Profile (Strengths and Gaps) • Growth Potential (Next Level Role) Manager Instructions: Focus on potential and how current performance habits align with the next role's demands.
Q4: Coaching Plan Next 90 Days
Required Content: • The single most important Skill Focus (e.g., Discovery Calls) • The Success Metric (e.g., Discovery to Qualified conversion > 50%) • Manager Support Needed (e.g., Co-Coaching 2 calls/week) Manager Instructions: Ensure the plan is focused on ONE core skill for maximum impact.
Authors
Target Audience
Duration
60-minute prep template
Difficulty
intermediate
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