leading, leaning & lagging indicators – what are you really managing?

Almost every organisations we have engaged with has designed and implemented their crm/sfa system from the inside-out. That is, the stages and criteria for where and opportunity is in the process is internally defined – often on the word of a sales rep. What ends up happening is Managers spending hours analyzing data and believing they have a good understanding of the pipeline. The reality is however, they simply have a lot of data on rep activity and a distorted perception of what’s really going on.