Me vs. My Business Owner in July
He closed more deals while I collected more cash upfront.
At first glance, you might ask: Who had the better month?
That’s not the question I’d ask.
Sales performance isn’t one number.
- Close rate matters.
- Cash collected matters.
- Deal value matters.
- Payment structure matters.
That’s why I don’t coach closers by looking at numbers of closed deals alone.
I look at the entire picture: → How many opportunities did you handle? → How many did you close? → What percentage of the deal was collected upfront? → What’s the average cash collected per deal? → How many were paid in full? → What’s the average deal value
The numbers tell a story, but you have to know what to look for.
In this case, my business owner closed more deals than I did.
I collected more cash upfront.
Neither number, on its own, tells me who performed better. It tells me where each of us has an advantage.
And that’s what makes having real sales data so powerful.
You start asking: “What are the numbers telling us?”
That’s how I coach closers. Not on feelings. Not on “I thought that call went well.” On the numbers.
Because the goal isn’t just to measure performance.
It’s to understand what’s driving it. And once you understand that, you know what to coach.
