Corporate profits are a lagging indicator. They are reported after a quarter closes and confirm a trend that earlier measures, [...]
Published October 20, 2026Review the fastest-moving leading indicators weekly, in about 15 minutes at the start of the leadership meeting, and the full [...]
Published October 20, 2026Most businesses should track four to six leading indicators. Fewer than four leaves blind spots, and more than six turns [...]
Published October 20, 2026A leading indicator moves before a business result and can be changed by the team in the current week or [...]
Published October 20, 2026In a relationship-driven B2B company, useful leading indicators include the share of top accounts with a documented next step, new [...]
Published October 20, 2026A written account management strategy should include five parts: account tiers, a named owner and backup for every important account, [...]
Published October 20, 2026Account management covers how a company serves and grows all of its existing customers. Key account management is the part [...]
Published October 20, 2026Review Tier 1 accounts every quarter, Tier 2 accounts twice a year, and Tier 3 accounts once a year. Review [...]
Published October 20, 2026Each key account should have one named owner plus a backup. For the top tier, pair a senior leader such [...]
Published October 20, 2026
