In this insightful episode of Some Goodness, host Richard Ellis challenges the conventional B2B sales metric of win rate, arguing that it can often be a vanity metric that hides inefficiencies. Instead, he introduces cycle yield (revenue generated per selling hour) as a more effective measure of sales productivity. Richard provides a detailed explanation and comparison of two sales reps' performance to illustrate how cycle yield can reveal true efficiency and guide better coaching and strategy. He also offers practical tips on how leaders can start tracking and utilizing this metric with existing tech stack data. 

A cycle yield calculator is available for download from this link.

00:00 Introduction: The Truth About Win Rates

01:11 The Vanity of Win Rates

03:07 Introducing Cycle Yield

03:56 Case Study: Sarah vs. David

06:53 Measuring Cycle Yield

07:58 Implementing Cycle Yield Insights

09:22 Conclusion: Building a Scalable Sales Engine

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