Should we throw out booked meetings as a KPI in sales?

@sellthatsaas

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Sell That SaaS Communityseen in 9 videos →https://sellthatsaas.io/community ↗

Why it worked

The video provides high-value, counter-intuitive professional advice that challenges industry norms, establishing authority and trust before subtly pointing viewers toward the creator's community.

Summary

Two sales professionals discuss why focusing on the number of conversations is a better KPI than focusing on the number of booked meetings. They argue that the latter leads to transactional behavior and overthinking, whereas the former leads to more natural interactions and ultimately better results.

Structure

1Challenge the traditional KPI of booked meetings
2Explain why booked meetings create bad behavior
3Propose conversations as a superior KPI
4Contrast the mindset of the two approaches
5Conclude that fun leads to better results

Product placement

The video is a soft sell for the creator's sales community, which is linked in the bio.

Original caption

The person having fun is likely going to be more successful #sales #fypシ #salesadvice #saleshelp

More from @sellthatsaas

Their other posts in the index, biggest breakout first.

On-screen text

Should we throw out booked meetings as a KPI in sales? Why? Because it incentivizes the wrong behavior. If I told you, hey, go book 10 meetings this week, you're going to operate in a certain way. You're going to be a little transactional. What if I told you I just need you to have a hundred conversations this week? Oh, it's a way better KPI. I guarantee you, if you had a hundred conversations you were focused on versus I told you to book 10 meetings, the person who's booking 10 meetings might overthink it. They might be like, oh, I have to nail this. If you're a hundred conversations, you're just having fun and then you will get 10 meetings, probably more.

Transcript

Should we throw out booked meetings as a KPI in sales? Why? Because it incentivizes the wrong behavior. If I told you, hey, go book 10 meetings this week, you're going to operate in a certain way. You're going to be a little transactional. What if I told you I just need you to have a hundred conversations this week? Oh, it's a way better KPI. I guarantee you, if you had a hundred conversations you were focused on versus I told you to book 10 meetings, the person who's booking 10 meetings might overthink it. They might be like, oh, I have to nail this. If you're a hundred conversations, you're just having fun and then you will get 10 meetings, probably more.