This blog focuses on the fourth part of the Sales Management Process, the quarterly business review[QBR].  These meetings are held at the beginning of each quarter and in lieu of the monthly sales strategy meeting discussed in the last blog.  These meetings are an integral part of the sales management cadence described by this blog series..  The QBR meetings are individual presentations by the sales rep.  Each rep is given 30 to 60 minutes to review their performance for the previous quarter and their game plan for the new quarter.  The previous quarter review should include a few opportunity postmortems of both close-won and close-lost opportunities.  The QBR meetings are usually done within the first two weeks of the new quarter and set the stage for hitting the current quarter goals.  ...