signal

Ask what information people actually see while they decide, and whether it is accurate, timely, and fine-grained enough to steer by. A right target still produces misses if the numbers arrive late, average away the problem, or measure a proxy.

Ask what information people actually see while they decide, and whether it is accurate, timely, and fine-grained enough to steer by. A right target still produces misses if the numbers arrive late, average away the problem, or measure a proxy.

Example

You check the quarterly miss and find reps see a pipeline dashboard refreshed every Monday from data entered Friday, reported as one company total. Deals slip for 11 days before anyone can see it, and no rep can tell which segment is bleeding.