The job of modern sales reps is complex. They engage hundreds of prospects in dozens of accounts across multiple channels. For a manager, what their reps do may often look like a black box. As managers do not have time to “deep dive” into every rep’s activities, they focus on quota attainment, which is a lagging metric and does not provide much insight into how a rep can improve. In this session, we will show how analysis of rep activities can be automated to produce a set of actionable leading indicators of rep performance. We will demonstrate how these leading indicators can be used to diagnose rep performance and produce actionable improvement recommendations for both low-performing and high-performing reps.