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Actually, 'no news' is not good news.

Publicly traded companies put out quarterly reports. They list earnings....revenue. Collective deals closed by salespeople (typically).

Take a look at a company you've invested in. When was their first quarter report issued? 

I am asked at the first of the month what I will close for said month. Every Monday, we have a sales meeting (very typical amongst sales teams) and we are held accountable for what we have forecasted. As the date gets closer to 'end of month' we are held even more accountable. The last week of the month, any forecasted deal is either 'written in blood' or we take it 'off the board'. 

So...if you are reading this...and you are a decision maker, influencer, detail gatherer, or in any way involved in a sales process.....please listen.

Do not avoid delivering bad news. Ever. Keep us in the loop, explain to us where things stand.....dare I even say it....forecast. We have to, why shouldn't you? And the higher up the chain you are to the final decision, the better you can forecast. 

Yes, we may fight you a bit to win a deal you say we've lost.....use that to your advantage....or simply repeat the news. We have invested our time with you...repeating 'no' is not too much to ask. 

But keep us in the loop. You will expect the same from us when we win your business, if we are losing your business give us the same respect. 

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