Why Are Leading Indicators Considered “Manageable” Metrics?

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.