Summary. Executives are responsible for the future value of any business. So, having a useful dashboard of leading indicators that are predictive of the overall health of the revenue stream is a valuable asset. Rather than “measuring to prove” with the typical data found in… When I discuss sales organization metrics with CEOs, two things regularly come up. First, I’m surprised at how narrow the metrics are that they are measuring. Second, CEOs are surprised at how little they actually know about what’s happening in their revenue pipeline. Sales metrics reported to CEOs are typically limited to a revenue […]
