Why are leading indicators considered “manageable” metrics?

  • They measure the efficiency of sales managers.
  • Sales managers can actively influence them with their teams.
  • They help salespeople “manage” up to their managers.
  • They’re aspirational, but it’s expected that the team will hit at least 70% of the goals they set with them.

The correct answer is:

  • Sales managers can actively influence them with their teams.

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