Chapter 09 · The Revenue Leader Guide
Presenting to people who think in P&L
Boards want a small number of things: an honest read on the current quarter, a credible forward forecast, what is and is not working, the decisions you need, and the bets you are making.
Boards and CEOs want a small number of things: an honest read on the current quarter, a credible forward forecast, the two or three things that are working and the two or three things that are not, the decisions you need from them, and the bets you are making.
Communicate in their language (revenue, pipeline coverage, NRR, magic number, payback) not yours (activity, calls, opportunities). Lead with the headline, support with the evidence, end with the decision. Surprise is the enemy of trust; pre-wire bad news rather than discovering it in the room.
Key concepts
Written by Rachel Lunn
Co-Founder of Evara, architect of the ALIGN hiring methodology
Sales recruitment, GTM recruitment and revenue advisory for SMEs UK-wide. We reply within one working day.
Email Rachel Lunn