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
JCK PRO

This content is exclusive to JCK Pro subscribers. Subscribe now to access this and much more with discount code GOPRO21 for $199 for an entire year of access (reg. $249).

SUBSCRIBE TO CONTINUE

Already a JCK Pro? Log in

A JCK Pro subscription is your all-access pass to people and resources on the
cutting edge of the retail jewelry industry, from the industry authority you
know and trust

Learn about the Perks of JCK Pro

Log Out

Are you sure you want to log out?

CancelLog out