It is only through a constant analysis of the past—and based on that, a prediction of what should happen in the future—that a business can mathematically understand where to allocate resources and funding. This analysis is brought about through the technology provided by today’s digital world. And as we’ve seen since the turn of the millennium, that technology can either pave the way for a company’s success, or (if the company refuses to adapt technology) push it out of the way.

So a digital aggregation of indicators is crucial. The analysis of the past is done through lagging indicators. The accurate digital prediction of the future is conducted through leading indicators.

• Lagging Indicators: The KPIs with which you examine past performance are lagging indicators. It is with these that you answer the question: How did we do?
• Leading Indicators: Out of the knowledge of lagging indicators, you can then formulate leading indicators. Leading indicators are designed to show you, as you proceed toward a target or quotaQuota Quota is a predefined benchmark indicating the amount of sales a selling unit such as a sales rep or a regional sales team should achieve within a given period, often used as a measure of success, performance and eligibility for commissions and other rewards., exactly how you’re doing.

Pipeliner CRM Performance Insights

A great combination of leading and lagging indicators was created for a Pipeliner CRM feature called Performance Insights. Performance Insights was created for efficient sales performance management, and greatly simplifies yet makes far more powerful this aspect of sales management. The Performance Insights feature utilizes 5 KPIs.

Download this white paper and learn more about how Pipeliner CRM helps you precisely measure sales performance.