The Advanced Selling Podcast Stop Watching the Scoreboard — Start Watching the Inputs
Mar 16, 2026
They contrast obsessing over scores with tracking the everyday inputs that drive performance. Stories about coaching legends frame a focus on habits and process over outcomes. The conversation highlights how small habit fade slowly erodes results and why finding joy in the work creates lasting advantage.
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Granddaughter's Moment Shows Labels Stick
- Bill Caskey recounts his granddaughter Palmer repeating "I'm a good girl" after a daycare teacher called her "bad," illustrating how words stick to people early.
- The story warns leaders not to label people as bad and shows small interactions shape long-term behavior and self-image.
Scoreboard Creates Reactive Panic Not Process Fixes
- Bryan Neale compares checking quarter scores in sports to sales, arguing the scoreboard invites reactive panic rather than constructive adjustments.
- He notes coaches scan detailed stats midgame to tweak behaviors, implying sellers should review in-game inputs not just end results.
John Wooden Never Talked About Winning
- Bill Caskey shares Swen Nader's story that John Wooden never discussed winning, focusing players on controllable details like how to put on shoes and fold socks.
- The example shows Wooden's obsessive process focus: perfecting tiny routines to create consistent high performance.
