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Takeaways

• Measurement has a direct influence on employee behaviors.
• Focusing solely on lagging indicators, such as sales quotas, can lead to a short-term focus and neglect of other important aspects, such as customer relationships.
• Measuring employee development can drive behaviors such as taking training seriously and seeking opportunities to learn.
• Leading indicators, which teach people how to achieve desired results, are more effective than lagging indicators.
• Developing employees and creating a culture of continuous improvement are key to long-term success.

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