Use this hand form to calculate the number of activities necessary to fill your sales funnel for success. Your sales goal is a lag measure. You lag measure is what you get. Leading measures like prospecting calls, client interviews and proposals, are the things you do. Lead measures are the most high-impact things you or your team must do to reach the goal.
Acting on the lead measures is one of the little-known secrets of execution. Most leaders, even some of the most experienced, are so focused on lag measures that the discipline to focus on the lead measures feels counterintuitive.