The Leading Indicators That Predict Your Outcomes

If you're managing a field sales team, these are the leading indicators that tell you where performance is heading before the numbers finalize.

Track these every week:

🚪 1. Doors knocked.

This is the engine. Everything else flows from activity volume. If this number is low, nothing downstream fixes it.

🗣️ 2. Contacts made.

The gap between doors knocked and contacts made tells you whether a rep has a territory problem, a body language problem, or a pitch-entry problem. All three have different solutions.

📊 3. Conversion rate by rep.

Not just the team average. Individual rates show you who's closing efficiently and who needs specific coaching, not just more reps in the field.

📦 4. VAS attach rate.

Your best leading indicator of long-term customer quality. Make it a habit early and it stays a habit.

⏱️ 5. Time to first sale.

Reps who get an early win in the day build momentum that carries.

These aren't the only numbers worth watching.

They're the ones that show you why your outcomes look the way they do.