Measure distributor performance on both lagging and leading indicators. Lagging indicators include trailing twelve-month revenue, margin, and the three-year revenue trend. Leading indicators give you time to act and include quote requests per month, the number of your product lines they actively quote, their response time to your outreach, whether they share competitive and end-customer information unprompted, and missed scheduled touches. Two or more warning signs on the leading indicators calls for a conversation that week.