Communicating the Results to Senior Management

You now have several tools to forecast the future of sales generated by your team. What should you do with these forecasts? Communicate, communicate, and communicate! As mentioned at the beginning of this chapter, senior management and executives hate surprises. Make sure you keep them informed of your objectives and of how the team is doing toward attaining those objectives. Don’t wait to be asked. Schedule specific times to meet—not a conversation in the hall—and provide them with both short- and long-term projections. Consider them inside consultants who may have once done your job and can be very helpful. And provide backup data.