One of the most interesting topics about goal setting and achieving greater results in upcoming quarters is to be tracking specific indicators. Now the truth is – most b2b sales people (and sales management) – are only tracking lagging indicators. Thus, a lack of predictability of achieving any form of serious growth goals and objectives.
Most people are tracking their sales results and possibly their gross margin data, however, these are all lagging indicators. Meaning these data is found in the history statements of what you have done and there is no way to change the past.
Leading indicators are those specific guides or triggers – usually related to your sales process – which then followed lead to certain levels of success. And, tracking your leading indicators every day will lead to greater success and sales results.
I first discovered these leading indicators back in the late 80’s when I was still doing activity based sales (the traditional model of selling). It was a simple system for tracking my personal results. I basically tracked five things – 4 leading and 1 lagging indicator.