I would like to share Insight #63 from my book “The Dangerous Book for CEOs”.


While lag indicators are important it is after the event and there is little you can do. Lead indicators can be managed. So, revenue cannot be managed, sales calls can. Profit cannot be managed, a specific cost per unit can. I tend to focus on the lead indicators – the measures of the things that we need to do, rather than the lag indicators. If you take care of the former the latter tend to take care of themselves.


What are YOUR Lead Indicators?