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Mock QBR Presentation with Live Panel

Customer Success

What it tests

Strategic storytelling, data fluency, and ability to run a high-stakes executive business review

Format

  1. 1Candidate receives a fictional customer account brief 48 hours in advance: company profile, usage data, renewal date, stated goals
  2. 2They prepare a 20-minute QBR deck: progress vs. goals, ROI metrics, risk areas, and recommended next steps
  3. 3Panel of 3 (CSM leader, AE, mock executive stakeholder) sits as the 'customer' — asking hard questions mid-presentation
  4. 4Final 10 minutes: live negotiation on renewal terms or expansion proposal based on the QBR outcomes

What to look for

  • Do they lead with business outcomes and ROI, or just product usage stats?
  • Can they hold the room when the 'executive' pushes back or asks an unexpected question?
  • Is their renewal/expansion ask grounded in the customer's goals, or just company quota logic?
  • Do they actively listen and adjust, or deliver a rigid slide-by-slide monologue?

Adaptation guide

Adjust account complexity (SMB vs enterprise) and product context to match the actual role. For technical CSM roles, add a product adoption gap analysis to the brief.

Full description

Format:

  1. Candidate receives a fictional customer account brief 48 hours in advance: company profile, usage data, renewal date, stated goals
  2. They prepare a 20-minute QBR deck: progress vs. goals, ROI metrics, risk areas, and recommended next steps
  3. Panel of 3 (CSM leader, AE, mock executive stakeholder) sits as the "customer" — asking hard questions mid-presentation
  4. Final 10 minutes: live negotiation on renewal terms or expansion proposal based on the QBR outcomes

Time: 60 minutes

What to look for:

  • Do they lead with business outcomes and ROI, or just product usage stats?
  • Can they hold the room when the "executive" pushes back or asks an unexpected question?
  • Is their renewal/expansion ask grounded in the customer's goals, or just company quota logic?
  • Do they actively listen and adjust, or deliver a rigid slide-by-slide monologue?

Adaptation: Adjust account complexity (SMB vs enterprise) and product context to match the actual role. For technical CSM roles, add a product adoption gap analysis to the brief.