Leaders who manage only by outcomes are like drivers watching the rearview mirror. Instead, watch leading metrics: which deals are active, who owns the next step, when it's due. These forward signals let you steer, not just react.
When, what ha— you have to be careful because running, you know, everyone wants to manage to outcomes, right? And not micromanage. But if you, all you do are manage outcomes, it's like driving your car in the rearview mirror, right? And so you don't drive your car in the rearview mirror. You look at your window, you look at your gas gauge and your speedometer and RPMs. Like there's other things. And so though in sales, what deals are the salespeople working on? Who is the owner of that next step and what is the next step due date?
