Do you have poor forecast results and have an important meeting with the CEO on the agenda? This is a recognizable situation for many sales leaders. In this video, I share valuable tips based on my own experiences as a sales and marketing leader.
Common mistakes include: poor preparation, trying to make numbers more positive than they are, putting pressure on your team, giving too many details without context, and avoiding asking for help.
What does the CEO expect from you during such a meeting? First, a transparent presentation with appropriate KPIs versus budget. Make sure your message is clear and factual, without emotional explanation. Second, a thorough analysis of the causes of the poor forecast.
Furthermore, expect a critical evaluation of your current sales plan and strategy, including key bottlenecks. In addition, you must present a concrete action plan for the coming period and indicate what support you need from the CEO or other executives to make the necessary changes.
The conversation with the CEO is not just about your performance, but mainly about how you will deal with that performance and what you will do to improve. Show leadership, offer a clear picture of the situation, and present a concrete plan of action. Good luck with your meeting!
