Selling is still a numbers game, but now the numbers have changed.
For years, sales leaders relied on activity KPIs, calls, emails, and meetings, not because they were ideal, but because they were the only things measurable at scale.
With the rise of AI and real-time sales tech, we can track predictive signals that go far beyond surface-level activity.
Here are 6 leading indicators that show which AEs will more likely hit the target:
? 1. Meeting Prep & ExecutionClient meetings are costly, thanks to marketing and SDR efforts. Preparation is the only way to ensure a solid ROI. Does your AE show up with a clear agenda, tailored questions, and a plan for objections?
⏱️ 2. True Selling TimeAre reps spending time with decision-makers or buried in admin? Do you know when time invested no longer matches deal value and opportunity costs?
? 3. Follow-Up QualityFollow-ups are your second shot at building trust and regaining momentum. Are they personalized and progress-driving, or just box-ticking?
? 4. Transparency & AccountabilityTop reps embrace visibility, welcome coaching, and know it leads to growth and bigger paychecks.
? 5. Coachability in ActionDo they apply feedback? The best reps grow between 1:1s, not just during them.
? 6. Pipeline OwnershipAre they reacting to leads or running their pipeline like a territory CEO?
Look for strategic prioritization and proactive risk management.
Yes, activity still matters. But today, insight is what drives performance.
? Sales leaders, what signals do you rely on to coach, forecast, and win?
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