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Here’s why things like expected goals and scoring chances matter.
I’ve been in sales most of my life, built teams, trained groups, sold door to door, face to face, over the phone, B2B, nonprofit, retail, you name it, I’ve done it.
Almost universally, you coach behaviours 1/
I’ve been in sales most of my life, built teams, trained groups, sold door to door, face to face, over the phone, B2B, nonprofit, retail, you name it, I’ve done it.
Almost universally, you coach behaviours 1/
Because behaviours are things you can control. Stuff like calls made, meetings had, upsell attempts, number of pitches, what have you, and you use KPI‘s to track your results. The dollars matter, sure, but it’s behaviours that show whether you’re doing the right things or not.
Fancy stats are like that.
A guy like JP, for example, he’s the rookie on your sales team that hasn’t made a sale in his first week, but his dials are great, his pitch is strong, he’s talking to a lot of people and doing a lot of good things. If you’re patient, they’ll come.
A guy like JP, for example, he’s the rookie on your sales team that hasn’t made a sale in his first week, but his dials are great, his pitch is strong, he’s talking to a lot of people and doing a lot of good things. If you’re patient, they’ll come.
Ultimately in sales, you can’t force anyone to buy anything, and in hockey, sometimes goalies are going to make saves they shouldnt, and Puljujarvi’s gotten robbed plenty, but the things he can control he’s doing very well. “Zero goals!” is a dumb argument.
