Sampling to Predict Your Success

Last month I argued that detailed measuring of sales associate behavior and your sales process—not just financial outcomes—can mean the difference between a revenue increase of zero and a revenue increase of 10 to 20 percent. In addition, thorough measurement can provide an early predictor of future performance, allowing you to make midyear corrections. Appraising the Situation I suggested measuring the following: The percent of customers you engage in conversation about their needs and dreams that results in your being able to recommend jewelry How effectively sales associates reengage customers who initially decline assistance How often your customers show an interest in an initial recommendation Where in your “sales funnel” the highest percentage of nonbuyers disengage from the sales process How

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