Increasing Sales Effectiveness
The best sales leaders use metrics and measures to their advantage in coaching, decision making, and strategy. As I previously highlighted, one of the powerful characteristics of sales leaders is that they use success metrics that mark progress, not just report results. The distinction between the two is that lagging indicators, as evidenced by their name, report what has happened, while leading indicators highlight milestones that portend success or failure. Sales leaders are often looking for predictive indices which give them a glimpse of what the future holds regarding performance.