Sales Strategy
Jimmy DeGroot: How to Get Your Sales Team to Level Up December 22, 2025 (0 comments)
Appleton, WI--Every jewelry store owner on the planet asks the same question in Q4: “How do I get my sales team to level up?” In this Train Retail training, Kyle Bullock takes aim at the exact group that usually gets ignored: the solid, steady, “non-top” salespeople. (Top sellers, you can go make coffee … you’ll be fine.)
Kyle’s point is simple and a little bit confrontational: most top salespeople become top salespeople fast—and they stay there—because they “break the seal” on one number that holds everybody else back.
That number is your glass ceiling: the biggest retail sale you believe you can sell. Not what the customer can afford—what you feel comfortable showing.
Kyle walks the team through an exercise to find that ceiling: write down a “big” number for you, double it, then keep stacking numbers until you hit the point where your brain says, “Nope. Never sold that.” Congratulations… you just found the invisible wall that’s been quietly controlling your average sale.
And in a holiday season when traffic is higher than any other time of year, Kyle’s prescription is clear: smash it. Not by being pushy. Not by judging customers. By doing what top sellers do: put the “Escalade” piece in their hands—literally—then let them decide.
Jimmy adds the proof with two stories: Henry at Bergstrom Automotive selling $100K Escalades like it’s a gallon of milk because his mindset changed… and a teenage salesperson who sold a $50,000 pendant on impulse a week after training.
The takeaway? Big sales aren’t luck. They’re reps. Find your ceiling, stock the product, show it relentlessly, stay cool when they say yes, and you’ll be shocked how quickly your average sale—and your confidence—catches up.
James (Jimmy) DeGroot is a professional jewelry sales and operations trainer from the jeweler’s side of the counter. Having been in management and the jewelry business for over 20 years, Jimmy offers weekly training to jewelers nationwide via the Train Retail website. Jimmy and his partner Kyle Bullock help jewelry stores grow their profits and their people to fulfill their greater purpose! We do it through one-on-one business coaching, sales training, and leadership development. Contact Jimmy at jimmy@trainretail.com or call 920-492-1191.