Shane Decker

Use This Tool to Track Your Sales Team’s Skills Improvement

Salespeople should use this worksheet daily, and you’ll know where they need to improve.

Published

2 weeks ago

March 9, 2025

Shane Decker Instore March 2025 Issue

HOW CAN SALES managers make sure that what they’re teaching in sales meetings is being put into practice? I’ve got a foolproof method.

It starts with the belief that every sales team must practice “the absolutes,” which are the methods that allow you to deliver a luxury experience to every client. The absolutes are:

Your “sweet spot” is covered.
Everyone is greeted immediately.
Everyone not closed is T.O.ed.
Try for an add-on with every sales ticket.
Everyone is wowed.
Gather all info for proper follow-up and clienteling.
Walk the client to the door, give them two cards and tell them to give one to a friend and thank them for coming in.
Do the clienteling you’ve gathered information for.

I’ve devised a tracking chart you can duplicate to help you track your team’s progress. Every salesperson should receive a tracking chart each morning; add their name and date to the top. Every time a salesperson waits on a client, they fill out the tracking chart.
In Square No. 1, put the client’s name. The question for Square No. 1 is, “Did you take your up?” If you didn’t, you put a “no” in the box. Next, were they greeted? If you weren’t in the sweet spot, where did you greet from?

You will also track if the shopper was closed. At the end of the day, if the salesperson waited on 30 people and only closed three, their closing ratio is 10%. So, you start working with them, and the next week, they close six. Now you can see they’re improving.

Too many times, managers think their teams have improved after sales meetings, but there’s no way to know unless you’re tracking performance. You can track if clients were wowed, closed, team sold, and whether the salesperson used a servant seller or called in a manager. This will give you information on why clients left emptyhanded, as well as information you can use to coach each salesperson.

The more you use this chart to teach, the easier these methods become, and your team will believe they can do it because they’ll see improvement over time. Remember: Everyone you wait on is a millionaire and everyone gets a luxury experience. This will help you build your sales team into the best they can possibly be.

Ready to Relocate? Wilkerson Makes Your Move Seamless

When Brockhaus Jewelry decided to leave their longtime West Main Street storefront for a standalone building elsewhere in Norman, Oklahoma, owners John Brockhaus and Brad Shipman faced a familiar challenge: how to efficiently reduce inventory before the big move. Their solution? Partnering with liquidation specialists Wilkerson for a second time. "We'd already experienced Wilkerson's professionalism during a previous sale," Shipman recalls. "But their approach to our relocation event truly impressed us. They strategically prioritized our existing pieces while tactfully introducing complementary merchandise as inventory levels decreased." The carefully orchestrated sale didn't just meet targets—it shattered them. Asked if they'd endorse Wilkerson to industry colleagues planning similar transitions—whether relocating, retiring, or refreshing their space—both partners were emphatic in their approval. "The entire process was remarkably straightforward," Shipman notes. "Wilkerson delivered a well-structured program, paired us with a knowledgeable advisor, and managed every detail flawlessly from concept to completion."