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Prep a QBR coaching session

Updated June 2026

You'll learn how to: Shape the narrative for a quarterly business review: what moved, what stalled, and what needs attention over the next quarter.

Time: 30 minutes per session, end-to-end.

Prereqs: You have closed deals or opportunity activity in the quarter. Coaching enabled on your plan.

When to use

  • Last week of the quarter before your client QBR or team standup. Build your story using live data.
  • Preparing for a board update or investor call. The coach helps you frame your results.
  • After a quiet quarter. The coach helps you find the wins and learnings worth highlighting.
  • Mid-quarter checkpoint. Assess progress and reset focus if needed.

The session takes 30 minutes and produces a quarter narrative: wins, challenges, learnings, next priorities.

Steps

  1. At the bottom-left of the sidebar, toggle to Strategy mode.
  2. Click Coaching.
  3. The Coaching hub shows canvases grouped by category.
  4. Click QBR Prep (under Pipeline & Planning).
  1. A setup screen appears. Choose the scope:
    • This quarter, full team results (recommended for company-wide QBRs).
    • This quarter, my personal results (for individual contributor reviews).
    • A specific client account (if preparing a customer QBR).
  2. Click Start.
  3. The coach opens with a brief: what this session is for and what data it sees.
  4. The structured session begins. Typical flow:
    • The AI summarises your quarter: revenue closed, new opportunities opened, activity metrics.
    • It highlights wins (largest deals, fastest closes, hardest-won accounts).
    • It surfaces patterns in deals that stalled or lost.
    • It asks you 2-3 questions about what you'd flag as challenges and what the next quarter priorities should be.
    • It generates a QBR narrative: opening slide (wins, metrics), mid-quarter narrative (what slowed you down), outlook (next priorities), and talking points for discussion.
  5. Save or export the narrative. Suggested actions:
    • Build your QBR deck from the talking points.
    • Share it with your manager or team before the formal review.
    • Use it to anchor your 1-on-1 conversation.

What's in a typical QBR narrative

  • Quarter-at-a-glance. Revenue closed, new pipeline opened, activity summary (calls, meetings, proposals).
  • Key wins. Your three to five biggest closes and what made them happen.
  • Challenges or stalls. Patterns in deals that didn't close or moved slower than expected.
  • Learnings. Insights about your sales process, market, or approach based on the quarter's data.
  • Next quarter priorities. Three to five focuses for the coming quarter based on what's working.
  • Talking points. Three to five discussion prompts you might use in the actual QBR.

After the session

Use the narrative to shape your QBR presentation or conversation. Log results from any mid-quarter deals so the next QBR session inherits updated data.

If something goes wrong

  • Symptom: "QBR Prep canvas isn't in the Coaching hub." → Fix: Your plan doesn't include Coaching. Check avatar > Settings > Account.
  • Symptom: "Setup screen says 'Not enough activity this quarter.'" → Fix: You have few or no deals closed or opportunities logged this quarter. Add some activity data, or the coach can work with last quarter's data if needed. Restart after logging.
  • Symptom: "The narrative feels thin or generic." → Fix: Two likely causes:
    • Your deal notes lack colour. Add client feedback, win themes, or challenge summaries to your recent closes, then re-run.
    • Your opportunity staging is out of date. Update opportunity statuses before re-running so the coach sees your true pipeline.
  • Symptom: "Session ended without a full narrative." → Fix: The coach needs you to answer its questions. If you skipped them, restart and engage.
  • Symptom: "I want to re-run the session with different scope." → Fix: Each Coaching session is preserved. Opening QBR Prep again offers a "Resume" or "Start fresh" choice.

Related

AI coaching canvases | Run a Pipeline Review coaching session | Plan New Business coaching session | Your opportunity board.