Sales & Marketing Alignment:
What's the Best Cadence for Sales-Marketing Account Reviews?
Run a predictable review rhythm that drives decisions, not status updates. Use a layered cadence—weekly pods, monthly account councils, and quarterly ABX planning—anchored by shared data and pre-reads.
Use a 3-tier cadence: (1) Weekly Pod Standup (15–30 min) for pipeline hygiene and next actions; (2) Monthly Account Review (45–60 min) for named accounts—deal strategy, gaps, and ABX plays; (3) Quarterly ABX Planning/QBR (60–90 min) to reset targets, tiers, and programs. Trigger ad-hoc huddles on intent spikes or stage stagnation. Enforce pre-reads, time-boxed agendas, and a closed-loop task log connected to CRM/MAP. Measure with attendance, action completion, stage velocity, and revenue progress.
Principles for a High-Signal Review Cadence
Your 90-Day Plan to Stand Up the Cadence
Design the meeting architecture, pilot with a pod, and scale with instrumentation.
Phase 1 → Phase 2 → Phase 3
- Days 1–30: Architect & Align — Define weekly/monthly/quarterly objectives, agendas, and roles. Build pre-read dashboard and task log template. Agree on account tiering and trigger thresholds.
- Days 31–60: Pilot & Instrument — Run cadence with 1–2 pods. Capture actions as CRM tasks, tag meetings to accounts, and track completion. Iterate agendas and time boxes.
- Days 61–90: Scale & Govern — Roll out to all pods, publish a facilitation playbook, enforce SLAs on pre-reads and attendance, and launch a cadence scorecard (participation, action completion, stage velocity).
Account Review Cadence Matrix
| Meeting Type | Frequency & Duration | Primary Purpose | Core Attendees | Required Inputs | Outputs / Decisions | Primary KPI |
|---|---|---|---|---|---|---|
| Weekly Pod Standup | Weekly · 15–30 min | Pipeline hygiene, next actions, unblockers | AE, SDR, ABM/Field Mktg, RevOps | Open opps by stage, last-touch engagement, task list | Ownered tasks, sequence/offer changes, follow-up SLAs | Action Completion % |
| Monthly Account Review | Monthly · 45–60 min | Deal strategy, gaps, ABX plays per named account | AE, SE, ABM, CS, Manager | Account plan, persona coverage, intent/engagement journey | Play selection, executive asks, event/invite plan, risk flags | Stage Progression Velocity |
| Quarterly ABX Planning / QBR | Quarterly · 60–90 min | Tiering, goals, budget, integrated ABX calendar | Sales & Mktg leaders, RevOps, Finance (optional) | Win/loss insights, funnel performance, coverage analysis | Targets, themes, tiered plays, capacity plan | Pipeline Coverage & Win Rate |
| Triggered Huddle | As needed · 10–20 min | Respond to intent spikes or stalled deals | Pod + specialist (SE/Exec) | Signal alert, last activities, buyer committee map | Targeted outreach, escalation, tailored content | Time-to-Touch & Recovery Rate |
Client Snapshot: From Status to Strategy
After implementing weekly pods and a monthly account council, a B2B SaaS team improved action completion to 92%, shortened time-to-next-step by 28%, and lifted stage-to-stage conversion by 15% over two quarters.
Align your cadence to RM6™ and map agendas to The Loop™ so every review advances the buying journey and revenue goals.
Frequently Asked Questions about Review Cadence
Short, practical answers built for adoption and AEO.
Implement a High-Signal Review Rhythm
We’ll help you design agendas, wire dashboards, and coach facilitators—so every meeting moves deals forward.
Stand Up the Cadence Assess Maturity