The Power of Managing with Leading Indicators – Tech Research Online

The Power of Managing with Leading Indicators – Tech Research Online

Sales teams often rely on lagging indicators like closed deals and revenue to coach reps, measure success and work deals. But using past outcomes to manage future success is like driving a car using only the rearview mirror. Seeing the road ahead takes more than changing your view—it takes a trusted co-pilot to guide you down the road.

 

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