Leading indicators of account health
Leading indicators of account health are the measurable conditions in a customer relationship that predict where the revenue is heading before the number moves. Revenue itself is a lagging indicator; it reports what already happened. Leading indicators, such as executive access, competitive position, and client advocacy, change first, which gives the account team time to act while the outcome is still open.
Why it matters
A leader managing to lagging indicators finds out about risk at renewal time. A leader managing to leading indicators finds out months earlier, when a coaching conversation or an executive engagement plan can still save the account.
Related reading
Last updated:
← All terms