November 14, 2014 by L'areal Lipkins in Management & Leadership
There's three things every sales leader should track: 
- Behaviors - Daily activities sales people must do to drive new business i.e. cold calls, networking events, referrals asked for, etc.
- Leading Indicators - Daily activities should drive leading indicators i.e. appointments, demos, tours, trials, etc.
- Lagging Indicators - Results i.e. revenue, # of new customers, profitability, etc.
Many sales leaders only track lagging indicators.
By tracking all three, red flags can be identified earlier in the process, resulting in better outcomes.
- L'areal Hudson
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