Metrics alone don’t drive performance. Interpretation does.
But here’s the kicker: Most teams track what’s easy, not what’s essential.
Lag indicators? Everyone’s got ‘em—revenue, churn, close rate. The problem? They tell you what happened, not what’s about to happen.
If you only react to lagging metrics, you’re operating with a rearview mirror. And that’s fine… if you’re driving in reverse.
Let’s flip it.
Lead indicators like pipeline velocity, support ticket volume, or NPS dips illuminate what’s forming upstream. But even better? Early-warning metrics are the whispers before the scream. Slight drop in login frequency? Unexpected pauses in email engagement? Those matter.
The most resilient companies build alert systems around these soft signals. Not just dashboards. Live, interruptive alerts.
A missed follow-up might not tank Q2. But a pattern of them? That’s a trendline hiding in plain sight.
Here’s a gut-check:
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Can your ops team flag an emerging issue before a VP complains?
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Are you alerted when velocity drops before bookings crash?
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Do reps or managers wait until goals are missed, or know in advance?
Growth is math, sure. But early action beats late precision.
Your metrics should talk back.
Not in quarterly reports, but in real-time nudges that say, “Something’s off, look here.”
TL;DR: Stop waiting for the wreckage. Spot the smoke.
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