Sales team events

Now that you have a good idea of the different types of roles that comprise your larger corporate team and the basics of the sales cycle, let’s look at some important sales events that are common regardless of the specific company that you work for. The names might be slightly different for some organizations but should be basically the same in function. We will go into each event, why it is important to the business, and then why it is specifically important to you, the SE, and some key takeaways that you should consider.

QBR

Out of all the regular sales events, this one is arguably the most operationally important to the business and also the most under-attended or under-valued by the SE. With different companies, you will encounter both cultural unwritten rules and policy written rules about who attends in-person QBRs and what roles they play. It is very important as an SE to understand both of these factors: culture and policy.

In the healthiest...